To win a shipper who already has a carrier or third-party logistics (3PL) provider, skip the switch pitch. Ask to cover one lane, overflow or backup capacity first Shippers replace carriers one lane at a time A 3PL switch moves systems and often inventory, so lead with a phased transition plan Freight brokers, carriers and […]

The best way to handle cold call objections when selling security guard services is not to argue with the prospect. To handle any kind of objection, find out what is behind the objection, answer it briefly, and give them a reason to continue the conversation. “We already have security,” “Your price is too high,” and […]