Objections
"We are happy with GlobalTranz."
"That makes sense. GlobalTranz is a solid company. Most of my clients weren't unhappy with their provider either; they just found Priority1 was a better fit for their needs. I'd like to see if that's true for you too. Does [day] at [time] work?"
"I have absolutely no time to deal with freight right now."
"I get it. That's actually why I reached out. Many of our customers were in the same spot but found we helped save them time and money. I'm only asking for one meeting to see if that could be true for you too. Does [day] at [time] work?"
Cabo TMS Portal
Ex:
At Priority1 we have our own TMS portal Cabo, which we give our customers free access to quote, book, track, and pay for shipments, as well as submit claims. CABO is really a one stop shop portal as documents such as BOLs and Pallet Labels are generated for each shipment as soon as a shipment is dispatched. It is very customizable to each department as we can customize user access levels, and email updates on each shipment to desired contacts.
"We just use our own fleet of trucks."
"Got it. Is there ever a time when you don't have capacity within your own fleet and have to outsource to a broker or another company like Priority1?"
Max Weight on Dry Van
45,000 lbs
"We had a bad experience with Priority1."
Response:
Additional Response:
"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 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. Does [insert day] at [insert time] work for you?"
"We had a bad experience in the past with a broker."
Open Ended Question Method
"Can you tell me a little more about what happened?"
Additional Response:
"Yeah, I get that. Some of my current customers were in the same boat before and that's actually why they gave us a shot. We approach freight differently and have helped them save time and money. I'm only asking for one meeting to see if that might be true for you too. Does [day] at [time] work?"
Address Book pitch:
Whether you ship to the same customer every time or have a large customer base, our TMS gives you the ability to save frequently used addresses. Cabo allows you to customize each address by tag on specific accessorials to each address such as limited access, liftgate, etc. and hardcoding reference numbers, contact information, and shipping and receiving hours. This allows you to book with accurate information each time you ship as well as save time in the booking process!
"We just made a change."
"I hear you. You just made a change, and no one wants to go through that process again. That's actually why a lot of companies in the same spot let us run a free cost analysis. There might be opportunities your current provider can't offer. All I'd need from you are the last 30 days of invoices, and we can review the results together to see if it makes sense. Does [day] at [time] work?"
What is a bad commodity for temp controlled freight?
Ice Cream
I don't want to put all my eggs in one basket...
I hear you-spreading shipments across multiple carriers makes sense. That's actually why many of the companies I work with start by letting us run the numbers first - sometimes using multiple carriers or 3PLs can reduce buying power and increase costs. I'm just asking for one meeting to run a free cost analysis and see if that might be the case for you too. Does ____ at ____ work?
"Just send me an email with your company info/services."
"I understand. I can send an email, but in my experience, general emails often end up being a polite brush-off. That's actually why I wanted to reach you directly. Your time is valuable, and a quick meeting is the best way for me to understand your process and show how Priority1 can help. Does [day] at [time] work?"
Commodities pitch
We can save your inventory list into our portal. That way you can book with the best NMFC and class code every time to ensure accurate information on each load you are shipping. This also allows carriers to better understand what is being shipped.
"All of our freight is customer routed."
Max Weight on a Flatbed?
48,000 lbs
"We're not adding any more providers."
"That makes sense. Having a network of providers is great. Many of my clients weren't unhappy with their providers; they just found Priority1 could fill a gap in that network. I'd like to see if that's true for you too. Does [day] at [time] work?"
"I don't want to put all my eggs in one basket."
"I hear you. Spreading shipments across multiple carriers makes sense. That's actually why many of the companies I work with start by letting us run the numbers first. Sometimes using multiple carriers or 3PLs can reduce buying power and increase costs. I'm just asking for one meeting to run a free cost analysis and see if that might be the case for you too. Does [day] at [time] work?"
Collect shipments pitch
Our portal Cabo gives our customers the ability to book collect shipments for their customers; preventing you from having to log into your customer’s portal to book collect shipments. The bill is sent directly to the consignee through the carrier account they already have set up!
"We are in a contract."
"I hear you. Being in a contract can make things tricky. That's actually why most of the companies I work with start by having a quick conversation. Many freight contracts are volume-based, and you can often make changes with just a 30-day notice. I'm only asking for a short call to go over your options. Does [day] at [time] work?"
A partial lane has to be at least how many miles?
800
"We have an annual/quarterly bid process you would have to participate in to work with us."
"I never show invoices."
1. "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 send those to me?"
2. "I hear you. Invoices will allow me to put together a true cost comparison or 'apples to apples' comparison against your current provider. I am very confident I can help you out financially. So, can you make sure to send those to us?"
3. "I completely understand what you are saying. One of the most important value adds we offer is the freight bill audit. The freight industry is known for quoting one amount and billing something else. More than half of my current customers didn't know they had a billing issue before they made the switch over to Priority1. I would love a chance to look at the bills to show you that this is happening to your company. So, can you make sure to send those to us?"
Tracking pitch
Cabo TMS is API integrated with over 80% of our carrier network, which means you get real time updates as soon as the carrier is updated with tracking updates. Cabo also gives you the ability to mandate your preferred reference numbers, such as PO, SO, to ensure no shipments get booked without it. You’ll also have the ability to navigate through our TMS by searching specific reference #s. You can also send tracking updates via text or email; helping you and your customers maintain visibility on loads while in transit.
What is the max weight on a sprinter van
3,500 lbs