Invoices
How many invoices do you ask for minimum before a meeting and to be able to shout it out in the group chat?
What is 10 invoices
2 standard pallets
4ft
6 critical areas
Lead Recognition
• Time Management
• Territory Management
• Lead Development
• Funnel Management
• Skill Set
We're not interested
Hey look, I get the hesitation - most people feel that way at first, but after sitting down with us, they found that we were able to give better freight visibility overall and often cut costs. Even our most efficient clients were impressed with how we differ from others in our space and what we brought to the table. I’m confident a quick conversation would be worthwhile—and at the very least, it confirms you have the best tech and prices the freight industry has to offer. That said, how does tomorrow at 2pm work?"
what is your first forecast in your first month at Priority1
0
If the lead is CSP, do you ask for invoices before, at, or after the first meeting?
After the 1st meeting
4 standard pallets
8ft
7 steps of the sale
1. Prospecting/Qualify the Lead
2. Book 1
st Meeting
3. 1
st MTG – Finding Value FOCUS
4. 2
nd Mtg- Review Cost Analysis/Close the Deal
5. Setup Preferences in Cabo (PLACE)
a. PLACE: Pricing, Login, Address Book, Commodities List/CABO Preferences, Epay
6. Activate/Website Walk Through
7. Proactive Meeting/Customer Retention (Set during Website Walk Through)
Just send me an email with your company info/services.
I’d be happy to do that, but typically when someone tells me to just email them general info, it’s more of a polite brush off and doesn’t go anywhere. I value my time as much as you and I wouldn’t be asking for a meeting with you if I didn’t think it was worth my own time too. I’ll be able to tell you much more about Priority1 and the value we can specifically provide your company with during a quick meeting after getting to know your process better. If you’re not totally opposed to that, how does tomorrow at 2PM work for you?
Name me 5 brokers
TQL, Unishippers, WWE, Freight Quote, BlueGrace, Echo, EShipping, CHR
1st invoice objection
I completely understand what you’re saying. The reason I need to see your invoices is to verify volume and destinations. Not to mention it helps me understand how you are set up with your current vendor. So, can you make sure to bring those for us?
8 standard pallets
16ft of space
Honeypot feature
Our TMS includes a “honeypot” feature to track freight profit and loss. A flat fee or percentage can be
automatically added to each quote, showing both your cost and suggested customer price. Priority1 tracks this
and can provide profit reports at your request. The dashboard also displays real-time profitability for quick
insights into freight performance, determining at a glance if freight is a profit or loss center for your company
We are happy with Globaltranz.
name 2 other TMS like Cabotage
MyCarrier, Transplace, Starship, Transportation Insight, Pacejet
2nd invoice objection
11 standard pallets
28ft
Selling the FBA
About 30% of LTL shipments face back-end fees or discrepancies. To address this, Priority1 offers a
complementary freight bill audit. If an invoice differs from the original quote, our system flags it, holds billing,
and notifies you with an explanation and a list of documents you would need to send for a successful dispute.
Even for valid charges, like a missed limited access fee, you will still be notified before receiving the invoice.
Essentially, you’ll never receive an invoice that doesn’t match your quote without hearing from us first
bad experience with Priority1
I completely understand how you feel. I don’t know what happened in the past, but I want to apologize on behalf of Priority1 for that bad experience. I am actually the new rep in this territory, and I can only speak on behalf of my own work ethic and transparency when it comes to resolving issues for my clients. Let’s do this, I’d like to learn a little more about what happened and show you why this time it will be different. I’m going to be back here tomorrow. Does tomorrow at 2:00pm work for you
How much do you need to do in GP to become a Major Account Executive?
$60K in GP for personal or inherited
3rd invoice objection
17 pallets
36ft
Meeting Opener
We’re a tech-driven freight brokerage specializing in LTL, Full Truckload, and Expedited Freight. We were founded in 1995 by one of
the nation’s largest wire and cable distributors, however most of our billion-dollar growth has come in the last eight years, fueled by
building our own TMS to better serve our customers.
Today, I’ll highlight what sets our technology apart from others in our space—but first, I’d like to understand your current processes to
identify and agree where Priority1 can bring the most value to your company. Then, if makes sense to keep the conversation going,
we’ll schedule a follow-up to review a cost analysis. Sound fair?
I'm not giving you my price, come with your best shot
I want to make sure that I do, but to provide you with this I need to know your budget. If I don’t supply one to my team, they can’t supply one to the carrier, and I know the rate we get back won’t always be reasonable. If we have a price up front it shows our carrier network, we are serious about booking this load and we are more likely to get a better price. I want to make sure that we’re being the most time efficient and can also continue to negotiate on your behalf, so what price can I tell them you’re looking to pay to move this truck?
How do you currently quote and book your freight? (Identify tech) QUOTING PROCESS
▪ How do you track the location of your freight while in transit? TRACKING PROCESS
▪ Do you have to track the cost of freight? RECORDING PROCESS
▪ Do you have to send any reporting to management on freight? REPORTING PROCESS
▪ Does your accounting team ever call you because your invoices don’t match your quotes? BILLING
DESCREPENCY PROCESS
▪ Is there anything you would like to see improved with your current process