Friday, June 29, 2007

Closing Attitude

Do you have a favorite closing technique? You can be a great salesman but if you don't come up with a closer, it does you no good. Bryan Flanagan, guest speaker for Brooke training, has found that your closing attitude is more important than your closing skill. A closing attitude . Now that is powerful.

The way you feel about closing the order is often more important than the technique you use to close the sale. You probably have a number of strong closes. However; if you lack a strong closing attitude you may never use those closes. What is your attitude about closing the sale? Remember; closing is wht you do WITH the prospect, not something you do TO the prospect. Closing should be the logical conslusion to your selling activities. It should not be the stage of the sales process that is adversarial between the seller and the buyer. The buyer should be as eager for this stage of the process as the seller is.

(excerpt from Now God Sell Somebody Something by Bryan Flanagan,

Moving Forward,

Jeff Roach

Monday, June 25, 2007

Yikes, I have a Claim

So you received notice of a possible claim from a customer. Don’t panic, first send the customer a claim form if they do not have one. Tell them you will be glad to assist them in resolving the claim with the carrier. Have them send the completed claim form and information to you, forwarding to the carrier.

Pull the load paperwork from file. Make copies of all pertinent information (Bill of Lading, Load Confirmation, Invoice, etc.). Set up a separate file for that claim. Attach the Action Taken Log to the inside of the file. Keep accurate and detailed notes on all correspondence between you, the carrier, and the shipper (and who you talked to).

Send a claim acknowledgment letter to the claimant. Follow up until the claim is resolved.

Inevitable claims are one reason it is important to charge a premium for your services. Put in the time to get a claim resolved and you will have a customer for life.

Moving forward,

Jeff Roach

Thursday, June 21, 2007

Various Used for Advertising

We have a love/hate relationship with advertising. We love the entertainment value (Geico Caveman). We hate how advertising tries to convince us to buy stuff we don't need. But selling is not the only reason to employ advertising. Advertising does sell…but there are many other uses for advertising.

Advertising can be used to educate customers about your services, build referrals, build an image for your brokerage and/or generate sales. In a world where skeptics abound and viruses run amuck, customers need to be convinced of your sincerity. Testimonials, referrals and good will efforts are a less direct ways to advertise your abilities. Prospects will be thankful for advertising that helps them make a more informed decision. They will feel more comfortable using the services of someone they have heard in a variety of ways. Consistency and frequency is the name of the game. Find an avenue that reaches your market and make a plan. As I said yesterday, a customer needs to hear of you 17 times before they will remember you.

All efforts should be monitored for effectiveness. Keep in mind that one type of promotion will help another by reinforcing your message. Every time a potential customer sees or hears your company name you are that much closer to being top of mind when they make a decision on whom to call with their next shipment.

Moving forward,

Jeff Roach

Wednesday, June 20, 2007

Should I Advertise?

Yes, anyone who wants business needs to advertise. Advertising is basically getting your name out there. You may not ever buy a bulletin board but you do need to find ways to promote yourself so you are top of mind when a need for your services arises. Passing out business cards, business card magnets and putting business cards (virtual or printed) in every correspondence is simple cheap and effective.

Set aside time every month or so to simply analyze where and how you got the business you have so far. Then repeat. If you don’t have any business have fun coming up with ways to find business. Talk with others who are succeeding and follow their lead. We all have slumps where it feels nothing is working. But keep at it. You know the law of averages. For every 10 calls one will say yes to your sale. I’ve tried a lot of stuff that didn’t work, for sure. But I look at those attempts as one step closer to a method that does work for me.

Moving forward,

Jeff Roach

Wednesday, June 13, 2007

A Great Time to Train

July is Brooke Transportation Training’s biggest month typically. So if you’ve been thinking about joining us in July to start a new future in freight brokering, sign up now.

“The course not only helps you learn about the freight brokering business, it also helps you improve other areas of your life. The confidence built in me alone pays for the class. Even if I never become a freight broker I think the class was worth the time and money I spent on it. Thank you.” Jose G

Freight Brokers are in high demand because no matter the state of the economy, goods must be shipped across country. Our economy is thriving so now really is the time to train for this exciting career. Freight Brokers match loads with trucks to move those loads. In Freight Broker Training you will learn the ins and outs of this business. Learning to find goods and the appropriate truck is only the beginning. We will teach you about insurance concerns, accounting, tracking, internet tools, sales inspiration and more. So come join us in Jacksonville Florida or Dallas Texas to train for a bright future.

There is no greater thrill for me than seeing a student succeed.

Moving Forward,

Jeff Roach

Monday, June 11, 2007

Vacation Education

Come to Freight Broker Training in sunny Florida. Mix a little education in your vacation. Beautiful Jacksonville is in Northern Florida with water all around.

Every month Brooke Transportation Training has a week-long class in Dallas and in Florida. After the week students are prepared to be a freight broker, a freight broker agent or work in a freight brokerage.

Brooke’s dynamic class in Dallas is full for June, however, we are accepting deposits for our July Class. We still have a few seats available for Jacksonville. You’ll need to book early this week with a $500 deposit to get a seat.

Ron Moore and daughter Susie handle training in Florida. Jeff and Janis Roach team-teach in Dallas. Each team is very knowledgeable and entertaining in their style. You’ll leave class inspired, full of knowledge and anxious to conquer the world of freight brokering.

In each location, all graduates will meet established freight brokers looking for agents. Grads will be given the opportunity to sign on as independent agents with major players in the industry.

If you need any more information feel free to call me 214-206-1169 or Ron Moore 214-505-0582.

Moving forward,

Jeff Roach

Tuesday, June 5, 2007

Give More than You Get

When you do more than your paid for doing ...A day will come when you are paid more for what your doing.

Same goes in life and relationships - esteem others higher than yourself - If you go out in the world to find a friend, you will not find many. When you wake up every day to be a friend, you will have more than you will ever need.

I feel blessed to have people who care about me, not for what I can do for them. In return I want to be that kind of friend to all those God puts in my life.

When all else fails and you're feeling down -go fishing.

Have a great freight day!

Jeff Roach - President
Brooke Transportation Training Solutions