From the Port of Baltimore, rail yards of Chicago, Distribution Centers in Memphis, and Freight Forwarders in CA - your customers are demanding and the sales competition is tough! Importers, Exporters, Beneficial Cargo Owners, and those who route freight are rate conscious and time sensitive…
We’ve developed a World-Class Sales Training manual based on actual sales calls, field rides, project estimates, and dozens of discussions around Sales Best Practices and selling skills for the logistics industry. We’ve listened to logistics customers just like yours and coached reps through our sales process to open more doors and close more business.
How You Will Benefit
Gain insight into the minds of your logistics buyers and customers
Identify ways to differentiate yourself from the competitive
Sell from a position of strength to shorten your sales cycles
Learn marketing strategies to open more and BIGGER accounts
Build a strong book of logistics business
Increase your Delivery Order Size and Cargo Volumes
Secure repeat lanes and cover freight more easily
Improve customer contact which sales leads to better relationships
And much, much more!
What You Will Cover
Logistics and Supply Chain Overview
The Logistics Value Chain
A Logistics Solution Selling Model
Success Habits of Top Logistics Producers
Cold Calling Skills for new and experienced brokers
A Proven Sales Process and learn New Selling Skills
Selling to Different Personality Styles
Listening and Communication skills
Identifying Decision Makers, Influencers, and others who route freight
Selling to Beneficial Cargo Owners and Traffic Managers
Using Bills of Lading and Consignee info to find and qualify new shippers
Probing to Solve Customer Problems and identify new opportunities
Profiling Accounts to understand their Total Logistics Spend
Sell Solutions in preferred lanes vs. Selling on Price
Closing Skills and Techniques
Using their "Target Rate" to secure more cargo
Bundle Products and Services to grow your customer base
Gaining Commitments and Developing Logistics Partnerships
Delivery Format:
PDF documents you can view on your desktop, laptop, tablet, or smartphone
Power Point format with training worksheets and sales tools
Role Play training exercises and examples
Presentation:
Includes Course Notebook and Handouts
(2) coaching sessions of 30 minutes each
(14) lessons in all
Also Includes:
The Logistics Sales ProfessionalTM - 90-Day Sales Plan
The Sales Coach - Target ProspectingTM Outline
The Sales Coach - Target ProspectingTM Motivation and Rebuttal Guide
Discounts on personal Coaching Sessions and follow-up webinars
Multi-student discounts for companies and remote employees
Complete package only $265.00 (US) per student.
During your purchase, you will be directed to the Galante & Company shopping cart. At checkout, you will immediately receive a receipt with your Order Confirmation.
Thank You for your patronage. The Sales Coach Team
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