Why some transport brokers are able to generate huger sales, while others don’t, nevertheless they have the same starting positions? There aren’t any easy answer of course, as there can be a lot of reasons, but in my opinion, the major ones are delaying taking action and absence of right attitude to network development. Basically, we all understand that in order to sell more, you need to do more, nevertheless we all try to find the easiest way, the one success formula – and we end up cold calling in the hope one day to succeed. In other word’s we are counting that we will be lucky. Of course, luck isn’t the least important thing in the sales process, there are times when you reached out the client at the right time when they really need your service badly. But as you may understand, those calls are rare, and that luck and even a good customer from which you were earning a lot earlier, at some point will end. Therefore, more effort is needed to achieve constant sales growth.
The Seven principles for sales growth
I will underline few principles for sales growth bellow, if you will constantly improve them, sales growth will be achieved. Why do I uses term – principles and do not talk about sales techniques? Because I sincerely believe that most sales techniques don’t reach the goal, and doesn’t create a long-term result. Of course, if you don’t expect a long-term cooperation (as you know that the transport brokers profitability is highly dependable from repeat sales) than techniques can be effective. However, if you expect a long-lasting cooperation, then firstly you need to think about principles and afterward, you can model sales techniques to better achieve those principles.
The seven main principles in transport brokers business:
I have outlined some principles that can lead to good results in the sales of transport services or in another sector where re-purchases are important. The rule of thumb: in order to succeed you need to be prepared to do more than it’s required from you and does not stop improving yourself.
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