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13 Essential Sales Call Questions for Freight Brokers [Infographic]

Sales prospecting often means cold calling as many people as you can, and hoping they all end in a hot lead or new client for your freight agency. Getting a prospect on the phone long enough to ask your essential sales call questions is crucial. However, people don’t take to cold calling quite as well as they used to. In fact, 200 million Americans have registered their phone numbers on a “Do Not Call” list.

So, what can you do to ensure you’re carrying out effective sales calls? Ask the right questions. A first call with a potential client will set the tone for the remainder of your relationship together. If you have the time and resources, it’s highly recommended that you carry out some research about your prospect and their company and industry before calling. And when you’re on the call, sincerely listen and ask about their specific problems and concerns, and — most importantly — offer help. Help them envision their business running a little smoother doing business with you.

If you’re not sure if you’re asking the right questions to set your relationship up for success, don’t fret! We’ve compiled 13 essential questions that freight brokers like you should ask on a sales call to help not only make effective sales, but build sustainable client relationships, as well.

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freight agent program - logistic dynamics

29 replies
  1. Callum Palmer
    Callum Palmer says:

    The infographic does a fantastic job of relaying the tips you have to offer. I especially like the tip about finding out if anyone else, aside from yourself, handles the shipping. After all, you want to make sure that the two of you are on the same page when you’re shipping freight.

    Reply
  2. Kathryn Wheeler
    Kathryn Wheeler says:

    Thanks, all! I’m so happy this infographic has come in handy for all of you.
    If there are other topics you’d like to see us write about, be sure to let us know!

    -Kathryn

    Reply
  3. Arthur DeMarco
    Arthur DeMarco says:

    I agree with the author, asking the right questions is the best way to make a sales call. Starting off by getting to know the person and asking about their lives, and their needs is how I like to start. Questions will reveal what a person needs, and as a salesperson, it’s our job to fulfill those needs. It makes things a lot easier. Thanks for the graphic too, it was a helpful reminder.

    Reply
  4. Max Sayer
    Max Sayer says:

    I don’t know very much about freight shipping and so I wanted to look further into it. I really appreciated the part that talked about making sure to ask the right questions. Getting all of the information right up front is really important and can make a big difference.

    Reply
  5. Global Exchain
    Global Exchain says:

    Found your blog. Its really nice on courier. I appreciate your article. Its important to get quality courier services. So thanks for sharing all that important information.

    Reply
    • Taylor Hamp
      Taylor Hamp says:

      Glad you found this useful, D.R! We put shippers in contact with our freight broker agents so you find the right fit for your needs. We’ll have someone contact you directly soon!

      Reply
  6. KAG Recruitment Consultancy Ltd
    KAG Recruitment Consultancy Ltd says:

    Great article. Thank you so much for sharing such a great piece article. I really appreciate.

    Reply
  7. Matthew Lawrence
    Matthew Lawrence says:

    Great article. We use a similar approach at Fox Logistics, always starting with learning more about the customer’s needs instead of launching into a pitch about how great we are.

    Reply
    • Taylor Hamp
      Taylor Hamp says:

      Couldn’t agree more, Matthew! Listening to customer’s needs first saves a lot of frustration on both sides of the sales. Thanks for reading and chiming in!

      Reply
    • Taylor Hamp
      Taylor Hamp says:

      Sure, Tony! Do you regularly train brokers or dispatchers? If so, give us a call. We might be able to help you out further!

      Reply
    • Taylor Hamp
      Taylor Hamp says:

      Happy to help, David. We also regularly share informative freight industry advice and insights on our LinkedIn page. We’d love to have you join the conversations there!

      Reply
  8. Stephanie
    Stephanie says:

    What do you do when you are cold calling out and nobody wants any new prospects or any new carriers? How do you deal with the “We’re not interested” or the “We use our own carriers?” I am feeling highly defeated with the cold calling and hitting a dead end. Having problems acquiring new customers is my downfall right now and eventually will reflect on my work performance.

    Please help! Feel free to email me with any tips you may have.

    Reply
    • Taylor Hamp
      Taylor Hamp says:

      Thanks for sharing, Stephanie! You’re facing a problem all entrepreneurs have to deal with: rejection. It happens to all of us. I’d like to point you to our blog post, 5 Ways for Freight Brokers Deal With Rejection, and hope you take some comfort in it. Personally, I always keep the mentality to aim for a 10 percent success rate, which is sort of a broadly accepted rate in Sales. Out of every 10 inquiries, if you get 1 interested person, you’re winning! That means that out of 50 inquiries, you might get 5, and unfortunately, those 5 might come 40 inquires in. But they will come! Focus on the long game, and don’t give up, Stephanie!

      Reply

Trackbacks & Pingbacks

  1. […] previously written on the 13 Essential Sales Call Questions for Freight Brokers. It’s written specifically with cold call questions in mind and the script is worth reading. The […]

  2. […] Whether you are starting a new freight brokerage or just working on growing your business, making sales calls are part of the protocol. So you have your lead list, it is time to pick up the phone so bring your energy and GO! But which direction? How do you prevent the “I’m not interested” interruption or – worse yet – the dreaded hang up? Research in the freight broker industry (and other sales industries) has shown that the most productive and successful sales calls are focused on asking questions to a potential customer. It might seem crazy because you just want to tell the prospect all about your great company and excellent service, but if you ask the right questions and listen to the answers, you will learn all you need to know to turn this prospect into a long-term client.  Logistic Dynamics has come up with a fantastic infographic outlining the 13 essential sales call questions that every frieght broker should have.  Asking about the shipper’s needs, what they like and don’t like about their current logistics partners, how they measure success and more will be a game-changer on your next round of sales calls.  Check out these tips and let us know how they work for you!  Click here for Logistic Dynamics Sales Call Tips. […]

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