PerformanceSales

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*. 

Sales

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

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

Performance

One Horn Blog #7: High Performance Pyramid for Freight Agents Series, Part 3 of 4

The third block of Loehr and Schwartz’s High Performance Pyramid is building Mental Capacity.  Their training centers on the cognitive (or thinking) areas of focus, time management and positive thinking skills.  Focus refers to concentrating your energy on a specific goal.  The example most freight agents can identify with is cold-calling or prospecting for new

Performance

One Horn Blog #6: High Performance Pyramid for Freight Agents Series, Part 2 of 4

So the second block of the High Performance Pyramid is building Emotional Capacity.  The idea here is that positive emotions create optimal performance, while negative emotions create suboptimal performance.  During their research, Loehr and Schwartz asked hundreds of athletes to describe how they felt when performing at their best.  Using words like “calm,” “challenged,” “engaged,”

Performance

One Horn Blog #5: High Performance Pyramid for Freight Agents Series, Part 1 of 4

In February, I attended an EO (Entrepreneurs’ Organization) learning event featuring Warren Rustand, whose presentation included the High Performance Pyramid developed by Jim Loehr and Tony Schwartz of LGE.  The whole idea behind the High Performance Pyramid is that World Class CEOs, like World Class Athletes thrive under pressure and can mobilize their energy on