Objections
"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 to your company 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?
WWEX - 2X/DAY LTL- SEAN SMITH IS ON PTO TODAY
STATUS - QUALIFIED LEAD
NEXT ACTIVITY: WARM CALL SEAN IN PERSON TOMORROW
CUSTOMER REACHES OUT VIA EMAIL AND ASKS FOR A QUOTE?
ADD IN SUPPORT EMAIL TO QUOTE DIRECLTY
WHO RUNS OUR INTEGRATION MEETINGS?
ALAN MCCLANAHAN
WHO DO WE SELL TO FOR ENTERPRISE & CSP DEALS?
C-LEVELS!
“Can you talk with Mike? He actually handles all the freight.”
"I can definitely do that, but does Mike have the ability to SWITCH to Priority1 without your approval?
- NO
Ah, I see. So, I know you’re not the one handling freight on a regular basis but if you’re involved in the decision-making process then you understand freight is a very important aspect of your supply chain. If I meet Mike first and he has to bring it to you, he may not be able to disseminate the specific benefits Priority1 can offer or address any concerns you may have. I would rather be the person to present my company to you as I know I am the best one to do so. Your company fits into a profile I’ve had a ton of success with. Does Tuesday at 2:00 PM work for you
NEXT ACTIVITY - WARM CALL FRONT DOOR NOW
ABC COMPANY SHIPPED AN LTL TO THE WRONG ADDRESS. WHAT IS YOUR NEXT STEP AND WHAT DO CARRIERS CALL THIS?
ADD IN LTLWEST TO THE EMAIL & MONTIOR
RECONSIGNMENT
IF YOU HAVE NEGOTIATED A SET PRICE FOR A LANE... WHERE SHOULD YOU PUT THIS INFORMATION?
CABO TL NOTES
“We have an annual/quarterly bid you would have to participate in to work with us.”
1. How can I be added?
2. How do you handle new lanes that come up through out the year?
3. Do you have a spot market opportunity I could have a shot at?
4. Set expectation that you would love to meet or follow up again to learn more about the bid
“We’re not adding anymore TL providers.”
I completely understand what you're saying, and I have no doubt you have quality options at the moment. However, all the companies you currently work with at one point were in my shoes looking for an opportunity. All I am looking for is a shot to show you that we can earn your business, and I know pricing is typically the major deciding factor in switching to new providers. Do you have any lanes I can quote for you to show from a financial standpoint we are competitive?
BACK DOOR - LTL 3X/WEEK & FTL/2 MONTH - USE BROKERS WHO WERE ALREADY SETUP BEFORE HIM - HQ IN KANSAS CITY
STATUS - OPPORTUNITY
NEXT ACTIVITY: ASK FOR NEX TL / WARM CALL KANSAS CITY NOW
ABC COMPANY SHIPPING MANAGER KEEPS RECEIVING CALLS FROM SALES EVERY MORNING FOR AN UPDATE OF ALL THEIR CUSTOMERS SHIPMENTS. WHAT COULD YOU DO TO HELP?
TURN ON DAILY SHIPPING REPORT
HOW DO WE COMMUNICATE TO THE CLAIMS TEAM?
CABO
HOW MUCH DOES FULL API INTEGRATION COST AND WHAT ARE THE 4 PILLARS?
$5000
QUOTE, TRACK, DISPATCH, DOCUMENT RETRIEVAL
“We had a bad experience in the past with a broker.”
- OPEN ENDED Q'S
"Open Ended Question Method:
a. Did you have a bad experience with a broker in the past?
b. Can you tell a little more about what happened?
i. INSERT VALUE ADD PITCH Does Tuesday at 2:00pm work for you?
STATUS - DEVELOPING QUALIFIED
NEXT ACTIVITY - CONSISTENT FOLLOW UP UNTIL NEXT BID DATE
ABC CUSTOMER RECEIVES INBOUND SHIPMENTS FROM VENDORS THAT ABC PAYS FOR, BUT VENDORS ROUTE. WHAT DO YOU DO?
WHO DO WE SEND TL RFQ/RFPs TO?
ENTERPRISETL@PRIORITY1.COM & MATT DUFFY
ONE pick-up Location. 1 location is more appealing, however if each location has a high number of daily shipments this could be overruled
2. High number of shipments per day. More appealing to carriers than total spend
3. Stackable/Side by Side Freight. Easiest to fill a truck therefore profitable from a carrier’s perspective
4. No FAK in place. No FAK in place means easier to price, FAKs are difficult to obtain for brokers therefore difficult to compete with
5. No Insurance coverage needed. If your customer has cargo liability covered under their own insurance, this reduces liability for carriers, therefore a big selling point for a big
6. Projects/Roll-Outs. Short term, high-volume freight = fast profitability w/ minimum commitment for a carrie
“I’m not giving you my price, come with your best shot.” - TL
"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?
LONG TERM DAILY CUSTOMER STOPS SHIPPING. YOU RUN PROACTIVE TO FIND OUT THEY SWITCHED TO BLUEGRACE.
STATUS: DEVELOPING QUALIFIED LEAD
NEXT ACTIVITY: SET FOLLOW UP EXPECTATIONS AND CONTINUE TO RUN PROACTIVE MEETINGS
NEW CUSTOMER REACHES OUT SAYING A SHIPMENT WAS RECEIVED DAMAGED BY THEIR CUSTOMER. WHAT DO YOU DO?
CONFIRM IF THE SHIPMENT WAS MARKED AS DAMAGED AT DELIVERY. RETURN FREIGHT FREE ASTRAY IF CUSTOMER REQUIRES IT. RUN PROACTIVE MEETING TO SHOW HOW TO FILE CLAIM THEMSELVES.
WHO DO WE SEND CSP BID INFORMATION TO?
ENTERPRISE@PRIORITY1.COM
WHAT IS THE UNINTERRUPTED TIMELINE OF A CSP?
2. CALL C-LEVEL TO SCHEDULE PRESENTATION
3. ACCOUNTING/PURCHASING/SALES CASE QUESTIONS
4. RUN PRESENTATION WITH C-LEVEL
5. RUN LC REPORT
6. SUBMIT BID TO ENTERPRISE TEAM
7. FINANCIAL SAVINGS MEETING WTIH C-LEVEL
8. ACCEPT CARRIER PROPOSALS
9. GO LIVE!!