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Freight-Broker-Boot-Camp-Sales-Scripts

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33 views

Freight-Broker-Boot-Camp-Sales-Scripts

Uploaded by

sadist
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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Freight Broker Boot Camp Sales Script

Cold call script #1


“Before I go...”

Salesperson: Hi Joe, my name is _______ and I am with [XYZ Logistics.] If


I am not mistaken your company ships regularly out of (insert city), is that
correct?

YES​ - ok excellent. I’d like to set up some time on your calendar where we
can chat for 15 minutes about how my company can help you (insert
benefit ie. save time, improve route optimization on your full truckload
freight, reduce freight claims, improve your on time delivery %, etc)

Is Wednesday morning or Thurs afternoon better for a quick call?

NO​ - So you do not ship out of city, st? Oh, ok, what locations do you ship
out of most often? Are you the person who manages all of that? (Go to
YES response above)

(Set appointment but before you get off the phone be sure to ask the 3
questions below to better qualify the prospect. Write answers down and
use during future calls.)

Thanks Joe I appreciate your time. Before I go, can I ask you a question?

- About how many full truckload shipments per week or month do you
manage from that location?

- What type of equipment do you use primarily van, flatbeds, refers?

- What is your your email address?


Ok great see you at X time on Y day. Do me a favor, if for some reason
you can’t make it, please let me know ahead of time so we can reschedule.
Ok? (Wait for confirmation of yes)

Great, I look forward to our call. Bye.

------------------------------------------------------------------------------------------------
Cold call script #2
“Let me ask you a question…”

Hi ___________, this is ____________ with XYZ. I hope your doing well


today?

I know your busy, so let me briefly ask you one thing: we provide logistics
services to companies just like yours and I may be able to help you too. I
have a quick question: How do you currently ship your _____________

OR
When was the last time you compared logistics providers?

OR
When was the last time you had a carrier not pick up or deliver on time?

The reason I’m calling you is to see if you might be a good candidate for
what we do. In a nutshell we help companies cut down on late pickups and
deliveries and in many cases can even save them some money.

Besides yourself, who else would weigh on a decision like that?


Cold call script #3
“One of your competitors recently switched…”

“Hi __________, I’m ____________, and I’d like to tell you about the
logistics related services that my company, [XYZ Logistics], provides to
businesses in your industry. One of your competitors recently switched to
our transportation services, and their on-time delivery rate has improved by
X percent in just one quarter.

Right now is probably not a perfect time because you weren't expecting my
call but would you be open to a quick call later this week, so I could share
how we may be able to help you? [Pause]

[confirm date/time of next call]

Great. I’ll see you at my office at 9 a.m. next Monday.

Thank you!”

--------------------------------
Cold call script #4
“Save 2-5 hour per week…”

Salesperson: "​Hello __________. My name is ___________ and I help


[logistics/shipping] managers like you to reduce the time it takes to manage
their inbound and outbound freight. Including finding and vetting the right
carriers as well as monitoring them every step of the way, which can save
someone in your position 2-5 hours per week or more. How many
shipments per week/month/year do currently manage?​"

Prospect: ​I manage about X # of shipments per day/week/month​"

Salesperson: "​What's your biggest challenge when it comes to manage


your companies logistics?

Prospect: "​I've got a million other things going on, and finding reliable
drivers has been a challenge.

Salesperson: "​I hear that a lot. I'd love to set up a 10-15 minute call to learn
more about your goals this year, and share how [XYZ Logistics] might be
able to help both you and your company. What about this Thursday?​"

Prospect: "​Um, sure. I think I've got an 11:00 open.​"

--------------------------------------------------------------------------------------------
Cold call script #5
Pre-qual question script...

"​Hello [prospect’s name], this is ___________ from [XYZ Logistics]. Have I


caught you in the middle of anything?"​

Value Statement

"​Great. The purpose of my call is that we help logistics/shipping managers


to:​"

[Insert your value points here]

(Optional) Disqualify Statement

"​I actually don't know if you are a good fit for what we provide so I just had
a question or two."​

(pause or ask for agreement or availability)​ If you have a couple of


minutes?

Pre-Qualifying Questions

"​If I could ask you quickly:​"

[Insert your questions here]

Examples of Common Problems

"​Oh, OK. Well, as we talk with other logistics managers, we have noticed
they often say:"​

[Insert your pain points here]

"​Are any of those areas you are concerned about?​"


Company and Product Info

"​Based on what you have shared, it might be productive for us to talk in


more detail."​

"​As I said, I am with [XYZ Logistics] and we provide:​"

[Insert some brief details about product, service, and/or company]

Close

"​But since I have called you out of the blue, I want to respect your time.​"

‘​Are you available for a 15-20 minute meeting where we can discuss your
goals and challenges, then I can share some examples of how we have
helped other clients to improve their ontime percentage and in some cases
decreased their overall cost.​"

[Schedule appointment]

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