Sales 101

Question 1

Who is FQ’s biggest competition?

Answer 1

C.H. Robinson, TQL, Coyote, & ECHO

Question 2

What is the freight brokerage market size?

Answer 2

$50 Billion

Question 3

What was FQ’s 2013 Revenues?

Answer 3

$700 Million +

Question 4

What is the company’s revenue goal to reach in the next few years?

Answer 4

$1 Billion

Question 5

Solution Sales

Answer 5

the ability to craft a complete, high level and complex solution to set a customer’s need

Question 6

How do we make Solutions Selling Work?

Answer 6

• Identify a customer needs early in the buying process
• Determine what is required to fulfill the needs
• Source capabilities
• Enlist partners if we are missing capabilities
• Oversee development of the solution
• Deliver the solution
• Close the sale

Question 7

Not a “one call close” sales environment

Answer 7

• Qualify account
• Find their problems and present solutions
  ~ Increased Productivity
  ~ Improved service
  ~ Reduce cost
  ~ Run lots of quotes
  ~ Ask lots of relevant questions
  ~ Provide Incredible customer service

Question 8

How to earn your business…

Answer 8

1. Sell yourself
   - people don’t buy from people they don’t like
2. Relationship and trust
   - Build rapport
3. Ask for the business…again
   - Once you get the business, make sure you earn future shipments

Question 9

Steps to Selling Freightquote

Answer 9

1. Open: Introduction/Find the decision maker
2. Body: qualification/determine needs
   - how will this benefit or enhance their current process?
3. Proof: Follow up with a solution
4. Close: Ask for the business
   - Run a quote

Question 10

What is your objective for every call?

Answer 10

What specifically do you want this call to accomplish?

1. Who is the decision maker?
2. Get his/her email
3. Get a load to quote on (an upcoming one or past one to compare pricing)

Question 11

Is it important to befriend the gatekeeper?

Answer 11

Yes

Question 12

Is it ok to qualify with the gatekeeper if the DM is not available?

Answer 12

Yes

Question 13

What is an appropriate response to: “We don’t ship any freight out of here.”

Answer 13

• “oh what do you folks do there…?”

- How are you handling your inbound freight…?”

Question 14

What is an appropriate response to: “We’re all set, we like who we work with…”

Answer 14

• “who do you guys work with?”

- “why did you decide to use them?”

Question 15

Questions to generate discussion:

Answer 15

• How many TL shipments do you ship a day/week?
• How are you currently getting rates from carriers or brokers you work with?
• How often do overflow or non-contract lanes arise and who gets to quote on those?
• How do you know you are getting a fair rate?
• What lanes do you run?
• What are the consistent lanes or repeat shipments you do regularly?
• How do you bring your materials inbound?

Question 16

Ask, Listen, Discuss : talk about benefits to custer:

Answer 16

• You get multiple quotes, carriers and transit times in one place so you can save time and have more control over your shipping
• You get customer specific pricing
• You save time and ensure accuracy with electronic BOLs

Question 17

Proof:

Answer 17

I have capacity
-We are currently trying to fill carriers’ capacity

I have a system: Pathfinder
-Propriety software that has access to capacity in lanes all over the country (unique to FQ)

Recurring Lanes
-We’ll work to match up consistent carriers for consistent lanes, ensuring reliable service

This is how I operate
-Will be calling frequently with live capacity

Question 18

What is one of the best things you can do to build your business?

Answer 18

Ask current clients for referrals

Question 19

Follow Up w/ Features and Benefits

Answer 19

• Present new feature and benefit (something new - other carrier options)
• Re-quote a recent shipment
• Ask about different modes they use

Question 20

Why LTL?

Answer 20

• When customers need to order something that doesn’t take up an entire truck, they use LTL
• Instant Coverage
• Set Cost
• LTL carriers like us because we sell their service - they don’t have to deal with selling, collecting, etc.
• We have deep discounts that the general public cannot get
• We can customize our website pricing once we get the customer’s invoices

Question 21

G.A.S.

Answer 21

Give A Shit!

• Must have great habits every day
• must operate with highest gas level in industry
• Must always remember we are on the same team
• Must care about doing quality work, and developing each other
• Winning is fun!

Question 22

Sales Process Flow

Answer 22

Call > Qualify > Present Solution > Close > Follow Up > Referrals