One Horn | One Horn Blog # 50: Close More Sales by Adapting to the 4 Shipper Buying Styles

One Horn Blog # 50: Close More Sales by Adapting to the 4 Shipper Buying Styles

If as sales professionals you can identify the dominant buying style of a given prospect, you can adapt your pitch and process to make the person more comfortable. The more comfortable the person becomes, the more likely they are to buy from you.

December 16, 2015
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Management Productivity Sales

One Horn Blog #49: 7 Tips to Make the Holiday “Slowdown” Productive and Set the Table for Success in 2016

As we enter November, there is a lot of talk about the dreaded holiday slowdown in freight. Between shippers whose freight slows down and drivers who want to stay near their home base to be with family, it can be a tough time for freight agents stuck in the middle. Although this can be very

November 3, 2015
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3.9K

Management Performance Sales

One Horn Blog #46: How Accountability Partners Can Help Motivate Each Other Achieve Their Goals

So what is an accountability partner, you might ask? Like many entrepreneurs, freight agents often find themselves working on their own, and somewhat lonely, even if they have an office full of employees. As the business owner, you have goals you want to achieve, but may not always feel motivated to take steps toward achieving

August 5, 2015
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3.4K

Sales

One Horn Blog #40: The Secret to Freight Sales Success through Compelling Storytelling

Have you ever been in the presence of a business associate who could captivate the group by the way they told a story? Did you ever want to be that person? I know I have. When I used to work in marketing, the president of our company was one of those people, but I never

February 3, 2015
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2.1K

Sales

One Horn Blog #39: 4 Tips for Building Shipper Relationships by Sharing of Yourself

We are always looking for ways to improve our relationships with our shippers in order to increase their comfort level for doing business with us and for giving us more business. In reading an article in the Harvard Business Review by Lisa Rosh and Lynn Offermann entitled “Be Yourself, but Carefully,” I found some of

January 6, 2015
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2.1K

Performance Sales Strategy

One Horn Blog #38: There’s Always a Solution, Even if You’re Not a Natural Problem-Solver

In the transportation industry, problems are a part of life, mainly because there are so many moving parts in a transportation transaction. Some people like to reframe them into challenges or opportunities, but for many of us problems are problems, and problems are stressful. My business partner/husband Louis loves to solve problems. With two degrees

December 2, 2014
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2.1K

Sales

One Horn Blog #36: 5 Strategies for Balancing Seasonality in Your Shipper Portfolio

Seasonality can be a killer to revenues in freight brokerage if you don’t have a balanced shipper portfolio. But when the season is in full force, it’s often hard to prospect for freight that you can handle during your off season. Then you get to your off season, and the shippers already have agents and

October 21, 2014
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2K

Sales

One Horn Blog #36: 5 Strategies for Balancing Seasonality in Your Shipper Portfolio

October 21, 2014
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2.1K

Sales

One Horn Blog #32: Reach Your Ideal Shipper by Creating Your Shipper Avatar

Are you sure your prospecting efforts are reaching your ideal shipper? When I was doing sales for One Horn, I embarked on a networking frenzy which was fun. I met a lot of really great people, but I didn’t reach my ideal shipper. Now that I am targeting freight agents using avatars, I wanted to

August 26, 2014
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2.1K

Profitability Sales Strategy

One Horn Blog #29: 4 Ways a Niche Strategy Can Help Freight Agents Prosper

It’s always a challenge to figure out how to grow your book of business. When we started out, One Horn did mainly construction materials and equipment on flatbed and oversize equipment. Then the Great Recession hit, so we diversified into more recession-proof necessities that people would have to buy and shipped in dry vans as

July 1, 2014
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7.4K

Sales

One Horn Blog # 50: Close More Sales by Adapting to the 4 Shipper Buying Styles

One Horn Blog #49: 7 Tips to Make the Holiday “Slowdown” Productive and Set the Table for Success in 2016

One Horn Blog #46: How Accountability Partners Can Help Motivate Each Other Achieve Their Goals

One Horn Blog #40: The Secret to Freight Sales Success through Compelling Storytelling

One Horn Blog #39: 4 Tips for Building Shipper Relationships by Sharing of Yourself

One Horn Blog #38: There’s Always a Solution, Even if You’re Not a Natural Problem-Solver

One Horn Blog #36: 5 Strategies for Balancing Seasonality in Your Shipper Portfolio

One Horn Blog #36: 5 Strategies for Balancing Seasonality in Your Shipper Portfolio

One Horn Blog #32: Reach Your Ideal Shipper by Creating Your Shipper Avatar

One Horn Blog #29: 4 Ways a Niche Strategy Can Help Freight Agents Prosper

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One Horn Blog #51: Finally, a Way to Actually Create More Time

One Horn Blog # 50: Close More Sales by Adapting to the 4 Shipper Buying Styles

One Horn Blog #49: 7 Tips to Make the Holiday “Slowdown” Productive and Set the Table for Success in 2016

One Horn Blog #48: 6 Keys to Successfully Working Together as a Couple