Study guides. Printed AND Online assessments.Videos. And…
Only 22 weeks to enhance their sales skills by learning the survival basics of marketing principles, sales concepts, and the cutthroat drama of exposing common mistakes made by brokerage salespeople.
Read at your own pulse-pounding risk as we continue to follow the journey of two brave ARPCO employees while they attempt to complete the TIA’s grueling “Partership Selling in the Supply Chain” course.
TIA Course Challenge Refresher:
In it they will learn how to:
- Build Partnering Relationships
- Prospect for New Sales
- Plan & Make Sales Calls
- Respond to Prospect Objections
- Build Long-Term Relationships
- Understand Buying Behavior and the Buying Process
- Recognize Ethical and Legal Issues in Selling
This TIA challenge stands out from others in its groundbreaking strategy of emphasizing the complete overhaul of the tired old mentality of just moving a load from here to there in a game of cat and mouse and instead focusing on a new mentality of building long-term relationships with customers.
It’s been five arduous weeks into the twenty-two week course. How are David and Rachel doing?Let’s find out! I was able to meet up with David in between his study time to talk about his progress and accompanying challenges.
“Well, things are definitely heating up.”
“How so, David?”
“Competition has really become stiff. It’s pretty cut-throat right now with competitors even stooping to sabotage!”
“No,” I replied breathlessly. “Please, explain.”
“My textbook has been altered! It’s missing Chapter 5!” He continued, “But I counted the pages, they are all there, so they just thought they could set me back with a mind-game tactic.”
“Whew! That was certainly a close call. Glad to hear they didn’t succeed. Share with us what you learned since our last meeting.”
“Right along with the topic of sabotage or better called deception, I’ve been learning about ethical and unethical business practices. The long and short of it is – good ethics is good business. Also, keep in mind legal guidelines. Even though we may not intentionally be trying to be unethical in our business, it can happen accidentally if you don’t know the laws and regulations of your industry so be accurate in your claims and support any claims with evidence,” David explained.
“Sound advice, David. Anything else you would like to share?”
“Yes, keep in mind that although there are many things to learn about various types of customers and their needs, there are also varying kinds of buying decisions, organizational buying trends, decision makers, supplier evaluations, and individual needs that you must consider to effectively sell your product while building and maintaining long-term customer/supplier relationships.”
“Thank you so much, David!”
After my pleasant and informative chat with David, it was on to Rachel next.
“I am learning a lot. Actually, although I am a freight broker, I have learned that I am more than that. I am a ‘Relationship Manager.’ I specifically match up with customers that will be the most beneficial and that will in turn gain the most benefit from my services.”
“Interesting. How do you determine who has the most benefit?”
“Simple! Following the 6 Steps of the Personal Selling Process,” she continued, “These are (1) Prospecting; looking for customers that need my services, (2) Planing the Sales Call; plan how to meet the clients needs superior to the competition, (3) Make the Sales Call; determine needs and show a connection, (4) Respond Confidently to Objections; show your prospect you are capable of handling tough situations, (5) Obtain Commitment; ask for an order or a trial period, (6) FOLLOW UP; most important because repeat business occurs when shippers and carriers are satisfied with the transaction!”
“Great! How could you go wrong following that plan of action!”
Rachel followed up with, “Creating relationships is key to being a successful broker, or relationship manager. As easily as a relationship can be built, it can fall apart even easier. We base our experiences off of the negatives more than the positives so keep communication open, be honest, and find some common ground to base your relationship off of. Customers are people too with interests and dislikes. Once you discover these you are on the road to a long term business relationship!”
“Wonderful, thank you so much, Rachel! One last question, David has been dealing with some saboteurs trying to hinder his progress. Have you had any difficulties?”
“Hmm, now that you mention it. I have found numerous typos in my textbook. I wonder if this is a small attempt to hinder my progress and distract me from learning the essentials of Partnership Selling.”
“Keep your chin up and your eyes peeled! Someone seems to really be targeting David and your progress, but you can do it!”
There is a saboteur! Who is it and why?