Sales in a Logistics Environment

Sales agents in third party logistics have a common complaint right now and that is that it is much more difficult now to find new clients than it was two or three years ago. I am hearing that clients are saying that they are happy with their current carriers and they do not have any new business, so “no thanks.” However, is it that the client does not need additional help, or you have not been persistent enough?

First and foremost, the essential aspect of earning clients for your organization is persistence. You will encounter people that tell you they have no need, or they are happy with their current service, No matter how happy they say they are now, inevitably, their current logistics company will make a mistake. So, what do you do in the mean time? Keep calling. Studies show that the majority of sales people give up after the second decline, but it can take a minimum of seven “no’s” before getting a “yes” answer.

If you are unable to use a sales database to keep track of prospects, set up your own tickler system. Some individuals use their own spreadsheet system or a paper-based binder system. It does not need to be high-tech. Keep track of whom you speak with, when, what you talked about, even personal information that he or she volunteers. Refer back to that information every time you call them and call them consistently. Working in sales has shown me not to take it personally. It is just business. Most important, do not give up.