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*.
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One Horn Blog #12: When a Load Goes Wrong, Tell the Truth, Save the Relationship
As freight brokers, we have been in the business long enough to understand that loads can go wrong. We all dread it, but it is just the nature of the business. We once had a load where an older driver had a stroke in his truck on the way to a delivery. When we spoke
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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
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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
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One Horn Blog #9: Diagnose Your Prospect’s Pain to Customize Your Transportation Sales Message
As I mentioned in my Introductory Blog, when we bought the assets of a trucking company, there were many areas where I had to educate myself, and sales was one of them. Even though I had been out on sales calls during my consumer packaged goods marketing days, I had never had any formal sales
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One Horn Blog #8: High Performance Pyramid for Freight Agents Series, Part 4 of 4
The fourth block of Loehr and Schwartz’s High Performance Pyramid is building Spiritual Capacity. This has nothing to do with religion. Here they are referring to your deepest values that give you a sense of purpose. Building spiritual capacity helps increase resiliency in the face of challenges as well as enabling you to sustain focus,
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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
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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,”
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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
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One Horn Blog #4: To Grow from Freight Agent to Agency, You Need to Work “On” Your Business, Not Just “In” It
Working “On” your business, not “In” your business is a great concept I learned from Michael Gerber’s book The E-Myth Revisited. Like all entrepreneurs, we wanted to grow One Horn, but we were spending most of our time “In” the business doing the actual operational work of sales and dispatch ourselves vs. working “On” the
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