okay guys thank you for joining once again in this particular section we are going to talk about some of the common shipper objections that you will run across within the uh within the course of trying to uh build up your book of business by uh getting a set list of shippers and brokers and things of that nature that you are able to uh do business from so I need you to listen intently because you will uh run across these objections on uh off and on in your course of uh uh code calling shippers or going actually going out there to uh Try to get your list of shippers by personally knocking on doors or through phone calls or things of that nature. So listen up, guys. I think you will find this section to be very, very beneficial. Right into it. OK, we're going to start with number one. Business is currently slow. Yep. I just noticed that this currently was misspelled. You all don't judge me for that. Okay. I didn't do it guys. This is currently slow. At least she's honest about it. Companies continue to recover from the pandemic or are stuck in waiting zones at ports. This thought line can be understandable. Okay. Business can possibly be slow. However, Oftentimes this is more of a sign of resistance to the broker's approach. Okay. Which means, you know, you know, a lot of people just don't want to be bothered. You know, they don't, they don't feel like setting up new brokers. So they're, they're going to throw something out there to try to get you to go away. Okay. So authentic questions, active listening and persistent follow-up can definitely remedy this. Okay, so if you do encounter a direct shipper on the phone that says, you know what, business is slow right now, a great rebuttal to that would be, well, I can understand that, you know, business is slow for a lot of companies right now due to the pandemic. However, whatever lanes you do have, could I possibly quote you on the current lanes that you do have? You know, just because business is slow doesn't mean that you're not doing anything, right? You know, maybe instead of the typical, you know, twenty lanes that you move every day or every week, maybe you're only moving five. But that's still some work. So could we possibly quote you on those five that you're currently moving? You know, so that would be your rebuttal response to someone approaching you with business is slow comment. OK. Objection number two, we are content with our current brokers. You'll get this one as well. This objection is often where interaction with a prospect will stop. You know, because most of the time if somebody says, well, no, we already we like who we have. A lot of brokers will take that and say, you know what? I'm not going to even try to rebuttal that. Just have a great day. OK, so that does happen a lot. However, unless shippers have signed a non-compete clause. OK, this is not a reason to get off of the phone. Shippers needs can be diverse. So it's important for brokers to present the benefit of having a variety of connections that can fit a variety of present needs as well as later needs in the future. So if you get hit with we are content with our current broker or brokers, You can say, that's great. Have you considered having more brokers in case one is able to offer you a better rate? Just because you're content with what you have doesn't mean that there's not room for something better. And you need to find a way to make that shipper aware of that, make him understand that, and give you an opportunity to send him some competitive or better rates because of that. So rule, I'm sorry, not rule, objection number three, we're happy with our own carriers right now. So Although this objection may be another legitimate reason to prevent current partnering, it does not avert the potential for future cooperation. This avenue of figuring out how to sell as a freight broker emphasizes networking. consistent, friendly interactions with this company will remind them of options for themselves or for fellow shipping companies that may need help in the future. So if you get hit with the, we're happy with our own carriers right now, a good response would be no problem. Would it be okay to check in after a few months to ensure your carriers are still meeting your business needs? Okay, so there may not be... room for us to do anything with that company at the moment. but you know as we as we discussed up here um that doesn't mean that there's not a need for something in the future and so you would maybe want to write them down in your little notebook as a follow-up and it doesn't have to be a soon follow-up and the follow-ups don't have to be often you know maybe check check in with them once a year you know put the check in with them at the top of the year and say hey just making sure your carriers are still meeting your needs You know, if they say yes, that's great. Put them on the phone. I mean, put them on the list to follow up again the following year. Or if they, you know, look up and say, well, actually, you know, boom, there you go. That's where you slide in and you pitch your sale. Okay. That's how we handle that. Objection number four. We have our own in-house fleet to ship our products. So this is an additional obstacle that may prevent current business, but it does not prevent future business. Again, if shippers want to expand their product reach or test out with available capacity in a volatile market, it's important for them to know what brokers to reach out to before they're before their search browsers, okay? Before they hop on Google and start typing in brokers, okay? You need to make sure we're at the forefront of that. We want them to think about us before they think about Googling anything. So if you get hit with the, we have our own in-house fleet to ship products, a good response for that would be no problem. Is it okay to check in occasionally in case you expand? Okay, because if they expand their product, maybe they're in-house, maybe they don't have enough trucks. OK, in their in-house fleet to accommodate all the merchandise that they're making. So maybe then is an opportunity for us to slide in. OK, so again, you would say no problem. Is it OK to check in occasionally in case you expand and your fleet is not enough capacity to cover your product? Something like that would be a good rebuttal. OK, and again, you treat that just like you would the last one. You can check in with them maybe once or twice a year and that would be fine. Objection number five, we don't work with brokers. We use asset-based carriers, okay? This objection is heard most from global corporations with the requirement of minimal tender rejection and maximized availability. Asset-based carriers are companies with larger fleets who own all of their equipment and employ drivers to be on the ready and interconnect for intermodal needs. professionals who know how to sell as a freight broker can overcome this easily by connecting with asset-based carriers. Okay. So if you get hit with the, we don't work with asset-based carriers, you could say something along the lines of, we work directly with some of the biggest asset carriers in the country. If you have a moment, I can go over some of them with you. Okay. So you would want to um yeah you would want to go that way and start listing some of the carriers that you know you're working with now a little sidebar um on this course so next level dispatch I'm sorry next level logistics um the carriers that we are contracted with This is specifically for any potential people that are looking to pursue a career with next level logistics after you've completed this course. One of the greatest things about next level logistics is that we have both sides. OK, we have our brokerage side and then we have our asset side. OK, so if that will be further explained to you when you come on board. But one of the greatest things about us is that if you get hit with this, we don't work with brokers. If you get hit with the we don't work with brokers, we use asset based carriers only. Your response will be, oh, well, we have that as well. We have our carrier side and we have our asset side. So there's no way that they can tell, you know, or if they want to tell, you know, they will have to find another way to tell, you know, okay. Because we actually have both. And you'll learn about that in the event you come on board with the company. Okay. So let us move right along to objection number six. We only work with blank freight service. Okay. Companies who only utilize one carrier or broker show loyalty by declining other offers. Brokers can build relations with these prospects via education-based connections, such as sharing tips on RFP strategies or how tech-heavy brokers troubleshoot common problems, consistent communication, And yet respect to their current loyalties can provide an open door downstream, meaning later on down the road. Okay. So if you get hit with a, we only work with so-and-so, a great response would be, I can respect that. Would it be okay to follow up with you in a few months to make sure your shipping needs are still being met? So that's very similar to, you know, some of the other object, that rebuttal is very similar to some of the other objections. But that's okay. If they don't want to break that loyalty, that's fine. Maybe later down the road, they will be open to working with more than one broker. And, you know, you may want to also let them know, okay, that's fine. We can respect that. Just keep in mind that, you know, our rates are very competitive. And if we can save you money on your lanes, you know, that would be a benefit to you and to your company. So, you know, perhaps maybe we can check back in and just make sure that, you know, things are, you're still being accommodated to what you believe is the best for the company. Something like that. So that's how you handle that. I keep saying rule. Objection number seven, our freight transportation is arranged by our customers. So when confronted with this objection, brokers can offer to reach out to the customers to offer services that reduce time waiting for quotes, negotiating rates, and vetting carriers. By offering a faster, smoother process, the shippers may be willing to share customer information with prospective brokering partners. That should say brokering partners, I apologize. Those customers then become a broker's next hopeful client, okay? So if you get hit with the our freight transportation is arranged by our customers, you can say we have some amazing rates. I'm sure, I'm sorry, we have some amazing rates I'm sure could help your customer to save on money. Would it be okay for us to reach out to them? Okay, and hopefully they will give us a phone number to where we can reach their client and possibly start working with that client directly. Okay, that would be our hope. So objection number eight. Broker rates are too high for us. You know, nothing. Okay. With trucking rates expected to continue to soar, it's understandable that shippers are trying to avoid additional costs. Brokers should be prepared for this by explaining that because of their unique carrier relationships, they can often secure better rates. Mastering how to sell as a freight broker requires on-hand examples of this. So in the event you get hit with the broker rates are too high for us, a good response would be because we network with such a large amount of carriers throughout the carrier, I'm sorry, throughout, I'm sorry, hold on. Because we network with such a large amount of carriers throughout the carrier system, I think is what I meant to put, I apologize. We are able to offer very competitive pricing. May I quote Elaine for you, okay? So let them know, hey, you know, I understand why you feel like that, but we have a huge network. So we're able to, you know, call a lot of carriers and, you know, negotiate, lane prices with them on a colossal level because we have so many trucks. So, you know, we may be able to find a carrier within our network that, you know, we can run your lanes for that, that can, that we, I'm sorry, that can run your lanes and at a rate that you're comfortable with. That's what you would let them know. Okay. Okay. All right, so last but not least, objection number nine. I don't have time for this right now. All right, this final objection is not industry specific. Flexibility partnered with a pester-free persistence can be the best way for new brokers to make a client out of a busy prospect. Additionally, brokers with the right tools can share about the benefits of digital freight matching, which can put the ball in their court to deal with after time. So you'll get this one a lot guys, and it may not be this exact wording, but you know, bottom line, people are going to brush you off. You know, they just are. And, um, That's fine. You know, the best response to that is going to be, I understand. You know, however, I'm highly confident if you give me the opportunity, we can save your company a lot of money. So when would be a better time to speak? Okay. Which means, okay, cool. You don't want to talk right now. When do you want to talk? When's a better time for you to talk? Because I'm, you know, we need to talk. It's important that we talk about this. I'm trying to save you some money here. Okay. So just let them know, hey, okay, cool. You don't want to talk. When is when when do you what time of the day do you like to talk? You know, is it is it before lunch or is it after lunch? You know what? What works best for you? OK, so stay in the game. Stay persistent. Stay sharp. You can't you know, don't let these people off the hook. You know, you have to have that go getter mentality. and to stay in the fight and try to keep that person on the phone, engage, engage, engage, and get the sale, okay? Get them to say yes, okay? That's the goal. And these are gonna be some of the biggest objectives that you will hear when you're on the phone with these shippers. So hopefully this helps you come up with good rebuttals for when you encounter these type of responses, okay? So that is gonna conclude the end of this chapter, guys. As always, I wanna thank you for your time and I will see you all in the next video. Okay, guys, that concludes the video or that particular module. Let's see here. We are going to further get into the specific training on that module as we keep going along. Um, but let's move on to the next module guys.