Wednesday, May 29, 2013

Three Tips to Help Your Sales Soar

A key for success as a freight broker is sales abilities.  I read this article and found Susan’s insight appropriate and succinct.  So here are a few sales tips that will get you far.

No matter what type of business you’re in, you’re in the business of selling. And many small business owners admittedly don’t like sales. They are passionate about their product or service, but when it comes to closing deals, they fall short. Why? Often it’s the fear of rejection. But good sales people view “no” as a mere objection they will fight to overcome, not a reason to stop trying.

How do you face rejection and keep your confidence level high? For the most part, you must have a thick skin. The sales game is a game of a law of averages — the more sales presentations you make, the higher your probability is of getting a deal. But the reality is you’ll hear many more “no’s” before you get to one “yes” — particularly in the early days of your business. However, there are a few things you can do to improve your chances of getting to a “yes.”

1. Be prepared
Good preparation can enhance your ability to succeed. Before you make a sales call, take the time to do your research. Know a little history about the company and your prospect. Visit their website. Do an Internet search and look for recent press releases or other pertinent information. Pay attention to the company’s advertisements and marketing strategies. And don’t forget to check out their competition.
After many requests, I finally agreed to meet with a representative of a large, regional bank who wanted my company’s business. It was clear very early on in the presentation that the young woman had no idea what my company did or who I was. She brought information about local organizations for women-owned businesses, and unbeknownst to her, I served in national leadership positions with several of the groups. Shame on her for not doing her homework!  Getting to know your prospect is a right of entry in today’s market.
2. Listen and get to know your prospect
During the sales call, ask open-ended questions to learn as much as you can about your prospect.  Look for common interests so you can build rapport. Listen carefully so you can customize your presentation. When it comes to selling, no two prospects are created equally. Make sure your presentation is directed to their particular needs.
In my experience, I’ve found most sales people don’t understand their customer’s needs. They make the mistake of jumping right into a canned sales pitch. And as a result, many get pitched right out the door.
3. Don’t give up too easily
When faced with objections don’t give up and race out the door. Handle objectives in a positive, professional manner. Make sure you clearly understand what’s being said, and if you don’t, ask for clarification. Find out what you could do to resolve the objection. Then, armed with that information, you can devise an appropriate solution to close the sale.
The more calls you make, the more opportunities you’ll have for success. With that in mind, every “no” you receive takes you one step closer to a “yes.”  And remember, every sales appointment is a new opportunity, so don’t carry negativity from one into another. It’s like my mother used to say, “If at first you don’t succeed, try and try again.”

Moving forward,

Jeff Roach

Tuesday, May 28, 2013

Freight Broker Trained

I recently received a quote from a graduate of Brooke Training’s Freight Broker course.  I am so pleased when a student leaves our school ready to get to work.  This is a great industry for those who like to work hard and profit from that hard work.  We teach a process which has proven success in the transportation industry.  The economy is becoming more robust.  The stock market is on an upward trend.  Consumers and businesses are more comfortable buying.  Those goods need to be moved and so freight brokers are needed across the country. 

If you’d like to be a part of this exciting industry, give me a call.  I will tell you the truth about what it takes to succeed.  Getting educated is step one.  So here’s the quote from our student. I have edited it a little for clarity:

I learned a lot within the week I’ve been here…All the instructors were different, with their own way of explaining.  The agents were awesome when they spoke to us (over the phone or in person).  I did not know anything about this broker or agent deal when I first arrived.  Now that I have been educated I’m ready to work.

This course is very helpful.  The teachers have experience in the field and are helpful resources.

Luisa Ruiz Mendoza
I recommend this course for people who don’t know a lot about the industry and want to get the basics.

We train truckers who want to get off the road, we train disabled vets looking for a new career and we train entrepreneurs who want to add freight brokering as one of their skills. 

Moving forward,

Jeff Roach

Friday, May 24, 2013

Memorial Day


Happy Memorial Day a couple of days ahead.  We will be  closed on Memorial Day, Monday May 27th in honor of those who gave their life to protect our freedom.  Enjoy your day off with those you love.   Be sure to thank a veteran or call a widow or widower of a service officer.

Moving forward

Jeff Roach

Thursday, May 2, 2013

Freight Brokers Enjoy Class


With new industries growing the need for transportation experts is also growing.  Most every business uses products that need to be transported.  If you take our class to learn freight brokering, I believe you will be very glad you did.  But don’t believe me, listen to what our most recent group of grads had to say.  One only came because her friend talked her into it.  One came having researched well about other courses, and another was quite surprised at how much he learned in one week.  I’ve edited some for brevity and added some emphasis.

Let me start by saying that I came here because my friend invited me.  Thanks to God she did.  It’s been so great to hear and have all the information to become a broker or agent.  It was very good how they teach; you don’t have time to get sleepy.  I really want to become an agent so I am going home to talk to my husband and move forward.  I know he would like to do it also.  Keep doing what you guys did this week.  It is and was extremely wonderful.  God Bless all of the instructors.  You showed me a lot and gave me all the information I need to become a successful person.

Thanks.  God Bless you all. --Rosaida Carrie

I found this class to be very informative.  It presented areas of the business that I never imagined were part of the process. It is a very diverse business, and a competitive business.

Vinny is very knowledgeable on every aspect of the business.  He makes learning fun and interesting.  I appreciate all of the information available to me.

--Roderick R. Jones

P.S. I would like to recommend this class to anyone.

This class is very informative. I already knew a lot about the trucking side and now I know more about the operation Broker/Agent side. --Tumekia Hutchinson

Excellent training and instruction in the Freight Broker Transportation Business.  The course was above my personal expectation. -- Fernando Trevino Trevino

It was a good experience knowing more about broker freight. Great job explaining and resolving all doubts. –L. Borrerd

I researched several schools for Broker Training.  I read comments on the Internet of past students and people who had taken courses throughout the country and several said DO NOT PAY TO TAKE A COURSE.  They even recommended to buy or Google info to be a broker.

Well, they are wrong about not paying for a course…this class is worth every penny.  The instructors are knowledgeable, professional, educated, and willing to be mentors as needed.

The classes are fun!  They teach lots of ways to prospect… They taught more than I wanted to hear.

One on one, face to face they will give you the readiness to decide on your future.  -- Daisy Jones

This experience was awesome! The instructors were very knowledgeable.  I am so excited about the opportunity this training will allow me to explore.  I can’t wait to get started with my new career now that I have retired from education.

  1. All teachers’ were great, explaining so the student can understand.
  2. Love the time 9 to 5.
  3. Keep up the good work.

--Kenneth Jackson

Learn different systems of the business and get the opportunity for employment at the end of the class.  Great teachers give you the raw truth about the industry.  -- Frank Blanton

Awesome.  I learned so much, much more than I was expecting.  Vinny is the best teacher in the world! He makes learning fun and really goes the extra mile to help everyone!! --Sharelle 

Join us for our next class.  The schedule is on our website:

Moving forward,

Jeff Roach