One Horn Blog #28: 5 Questions to Enable You Exceed Your Shipper’s Expectations

It’s always exciting when a new shipper agrees to give you a chance.  It’s also very nerve-wracking, because you so want to please him/her in order to build a strong relationship and ultimately get more business.  The best way to find out someone’s expectations is simply to ask, but many people find this difficult.  However,


One Horn Blog #27: Does Sales Ever Feel Like Dating to You?

I never really thought of sales like dating until I was chatting with Joel McGinley of TranStrategy Partners.  We were actually talking about recruiting, but as in everything, I try to think about how what I learn can be applied to making freight agents more efficient and effective. This probably should have been my Valentine’s


One Horn Blog #21: The Secret to Better Agent/Shipper Relationships

We all want to have great business relationships.  Great relationships help us function more efficiently, and also make the day a lot more fun.  Natural sales personalities are inherently social beings and are great at building relationships. The ability to place yourself in someone else’s position can help strengthen relationships, but empathy does not come


One Horn Blog #13: Why Freight Agents Should Eat Frogs

“If the first thing that you do each morning is to eat a live frog, you can go through the day with the satisfaction of knowing that that is probably the worst thing that is going to happen to you all day long,” wrote Brian Tracy paraphrasing Mark Twain in his book Eat That Frog*. 


One Horn Blog #11: A Framework for Responding to Shipper Objections

The dreaded objection, the worst part of the sales call. When I was selling for One Horn, I hated the part when the prospect came up with reasons why he or she might not use my company to ship its freight. But objections are a fact of life in the day-to-day dealings of the sales


One Horn Blog #10: How to Talk to the Transportation Decision-Maker and Have Impact

Who is the transportation decision-maker? As freight agents, we all want to make sure we are talking to the person who has the authority to spend money on transportation. But assuming we are, in their book Neuromarketing Understanding the “Buy Buttons” in Your Customer’s Brain*, Patrick Renvoisé and Christophe Morin are referring to the old