Objections
Sales Cycle
Lead Gen
Account Penetration
Quoting
Openings
100
What are some responses to CR/VR
- Who pays for the freight?
- Can you save them money by them running it?
- What service issues do you experience? Freight left on the dock? Late trucks?
- What do you do when you have a claim? How was it handled?
- When was the last time you had to find a truck on your own? How do you do it?
100
What is the step directly before your first call
Pre-Call Planning
100
What are some of the top industries in the USA
Healthcare
Technology
Construction
Retail
Non-Durable Manufacturing
100
What are good tools to use to see gauge opportunity?
DnB
Panjiva
Import Yeti
Cortera
Career Shift
ACD reports
100
What modes does an LAE quote
FTL only
All other departments will quote for you
100
What is the amount of time you should pre call plan before your opening
30-60 seconds
200
How should all questions be phrased?
Open Ended
200
What part of the Sales Cycle should peak your prospects interest and get them engaged?
The Opening
200
What time of day is the best to lead gen?
Outside business hours.
8-5 is for closing business
200
Why is it important to reach out to more than just your Point of contact?
what is finding different Points of Contact for other modes/opportunities
200
True or False
You should only provide a quote for the requested mode.
False
If you see opportunity to service shipments on another mode, send it over.
200
What are some things to consider in your opening
Keep it short
Be customer-focused
Match and Mirror
Be yourself
Make it sound conversational
Deliver it with confidence
Keep questions open ended
300
How should you respond to I don't use brokers?
- What happened in the past with brokers?
- Is it company policy, or personal preference?
- What do you like about using Asset Based Carriers?
- We have notice the market change recently, How are you currently finding trucks?
- Name dropper
- When is the last time you used a broker?
How do things work when everything goes perfectly?
300
What is the part of the Sales Cycle that can occur at any point?
Objections
300
What are industries that are seasonal
Produce
Construction
Lawn Care
School related Companies
Holiday items
300
Why are we inquiring about different modes of transportation?
To over service
To offer best solutions
To discover new opportunities/revenue
300
True or False
A shipment that is 24,000lbs needs a dedicated truck
False, LTL can ship up to 24,000 lbs!
300
What is TQL's Opening Formula
Name + TQL + Customer Relevant Fact + Customer -Focused Question
400
What are the two fears of a gate keeper
Put the wrong person through to the POC
Not put the right person through to the POC
400
What is the next step after the Follow-up in the TQL sales cycle?
what is Account penetration
400
What are good internet tools for prospecting
Import Yeti
Panjiva
DnB
CSI Market
GES-iykyk
400
Why is transparency and timely action so important to account penetration?
It builds trust
Better customer service
Faster to solution development
400
What are factors outside of the lane that should be considered when quoting.
Competing Freight
Natural Disaster
Extreme Weather
Conflict/Politics
Sudden Demand Shock
400
What is the goal of Qualifying
To find out the following things
What mode they use
Volume of shipments
If they use outside carriers
500
What does REAP stand for
R-Relax and Listen
E-Empathize and Connect
A-Ask Questions
P-Problem Solve
500
What is the point where the TQL sales cycle ends?
IT NEVER ENDS
500
What part of DnB will show related companies/subsidiaries?
Family Tree
500
What is the cycle of account penetration?
500
A Customer says they have a container leaving Shanghai into Long Beach where it will be then be stored in a warehouse until final deliveries on a per pallet basis to Chicago. Which departments do you forward the email to?
Ocean & Air, Drayage, Warehousing and LTL
500
Verbal communication is made of two parts, what are they?
7% is word choice (what you say)
93% is paralanguage (how you say it)