If I had written this article 20 years ago I probably would have been banned from this site for making false claims. I mean the Freight Industry is notorious for being one of the most uninteresting, unappealing markets to get involved in for a Sales Person. Think about it, your dealing with dirty, smelly, boring boxes and simply transporting them from one place to another. There are no cool "buzz" terms, like in high tech. There's no schmoozing, like in the Financial Industry. There are no true "huge" deals that you are going to walk into and make millions like Investing. Working in the Freight Industry truly tests a persons total sales repertoire, their intestinal fortitude, and their ability to work with any/all personality types. Once I realized this, and started devoting my time to becoming a student of the business I became enlightened by the vast opportunties that present themselves in the Industry.
What has changed in 20 years that has made the Freight Industry so profitable you might ask? Are the products that are being hauled more expensive, therefore allowing more of a profit? No! Are customers now willing to pay more money to move their products? No! Are carriers paying their Sales Representatives more money than 20 years ago? Not a significant amount more! One word answers those questions- options. The freight industry has gone through a major upheavel with the birth of the Third Party Logistic Industry. A Sales Representative working for a solid Third Party Logistics company can literally walk into a potential client and offer them 100's of options and viable choices to make their jobs easier and more efficient. If the sales rep takes it a step further, and develops pride in his trade, he can become a value-added resource to his clients. When this happens, income can soar in direct proportion with his worth to his customers.
The following are 7 strategies for maximum success in the Freight Sales industry:
Preparation
- Always, I mean always, devote time to learning your company's advantages, but more importantly, understand some basics about your potential customers industry. Customers don't have the time, nor do they enjoy having to explain their business to a sales rep- that's why we have the internet.
Versatility
- You need to be able to talk with all sorts of people. Whether it be the Warehouse person, the secretary, accounting, or a C-Level type.Having the ability to adapt at a moments notice is huge, in any Industry, but it is very important in Freight Sales. Along those same lines are having strong People Skills. Now, please note, this doesn't mean making false rapport building attempts when you walk into your contacts office. Nor does it mean being a "kiss" butt. It should be your goal to be REAL and TRUE to your clients, let them get to know YOU. If YOU is not good enough, then you have other issues that need to be dealt with (we'll discuss that later).
Integrity
- Without a doubt, this could be the TOP attribute that you will need to assist you in any Sales Industry. If you don't know what this word means, STOP reading now and get a dictionary. Can you become successful without having "Integrity"? Sure. But please believe that somewhere down the road without it, karma is sure to catch up to you. Integrity is the glue that holds together a person through those tough times in Sales. If you are doing the right thing for your customer in your heart, and can look yourself in the mirror the next day, then you should be proud, and you will be rewarded-trust me on this.
Accountability
- The Webster dictionary defines this word as, 'an obligation or willingness to accept responsibility or to account for one's actions, public officials lacking accountability.' Customers consider this one of, if not the TOP attribute that they want from a Sales Person. Remember, they don't start asking for you until something goes wrong, and this is when you get a chance to earn your money and make a statement in the eyes of the customer. Free advice. When something happens, be the person to tell your client- although they might be upset they'll respect you forever. This characteristic also incorporates the crucial ability to be able to follow up with your client when you say you will.
Self-Development
- Whether you get invovled with Freight Sales, High Tech Sales, or are a Contractor, I believe that Personal Development is without a doubt, one of the most important investments that you can make in yourself. Whether it be reading a business book, listening to motivational cd's, or meditation you need to devote time to yourself so that you can bring more to the table for your clients- they depend on you. I devote time everyday to read 15 pages from a personal development book
Have Fun
- Always take the time to enjoy what you are doing. Find humor in situations, share that with your customer, of course when appropriate. Smile, it's truly contagious, and you will separate yourself from all the grouchy Sales Reps out there who are beat down by life.
The Company
- Look for a company that is going to let you be you. As I had mentioned earlier, 3PL's are a great way to make alot of money in today's Freight world. But like anything else, it's going to depend on who you choose and what they have to offer. Consult with someone who is familiar with the Industry and who can give you a honest, nonbiased opinion. Companies that are growing, and open to expansion are always interesting to check into. Feel free to use the guidelines of this article to separate your top choices as well. I mean, companies need to have Integrity, Accountability, and many of the attributes that you have just learned. Make them prove themselves to you, and take pride in the company that you represent.
Earl White is a business owner, or as he likes to say, a LogistixPreneur. He has been in Sales for over 15 years and works with many sales reps to help them gain better footing when it comes to the elusive practice of working with clients. He enjoys being able to pass on many of the skills he has learned from Top Salesman in the Industry.
No comments:
Post a Comment