Overcoming Objections

Question 1

I only ship parcel

Answer 1

• In the past when you have shipped over 100 lbs what carrier did you use?
• When you do ship heavy freight what do you do then?
• So how much do your packages weight? How many times have you shipped _____lbs packages to the same customer/location?
• So your heavy freight would be more of an inbound situation right?

Question 2

We have our own fleet

Answer 2

• What do you do when your trucks are all in use?
• We are able to save a lot of companies money by outsourcing your trucks. Keeping you from having to worry about a deadhead home.
• What about your inbound products?
• what about some of you LTL needs (not having to utilize your whole truck)?

Question 3

We don’t ship

Answer 3

• What does your company do?
• Sounds like your freight is going to be inbound right?
• What about your inbound?
• What about the freight you pay for? Tell me about that process
• How does your product get to your customers?

Question 4

All of our freight is customer routed

Answer 4

• When your customers don’t have their own carriers, who have you used?
• So on those shipments… who is being invoiced?
• When your customers have asked you to ship it “the best way” what carriers do you use?

Question 5

Corporate Handles It

Answer 5

• Who would I need to talk to in corporate?
• I understand corporate handles it. Could you tell me though a little bit about how the shipping process works? (do you call the carriers, are you sending out an email with your daily shipments?)
• What would I need to do to become one of your vendors?
• How about your TL, how do you decide who to use for that?

Question 6

Your prices are too high

Answer 6

• Other than price, is there any other reason that you wouldn’t use FQ?
• If I can make our prices more competitive, is there any other reason why you wouldn’t give me a shot on your next shipment?
• Le me make sure I understand, you like the website, right? If our prices were in line, can I have the next shipment?
• What you are probably seeing is our generic pricing. With a little information from you, we can negotiate better pricing on your behalf

Question 7

Closing

Answer 7

• What are you working on right now that is getting ready to go out?
• Can I have your next shipment?
• What is it going to take for me to get your next shipment?
• What do I need to do to get your freight?
• You said that you ship ______ times a week. So you will likely have something coming up on ____ day. I will call you back then and we can set up that shipment together. Fair enough?