This seminar was specifically developed for all sales staff interacting with shippers, consignees and parties responsible for the payment of freight charges on a daily basis. The topical point of departure is the 5‑step principle for successful sales negotiations. It covers everything from the ice-breaking launch to the negotiation, to the successful closing of the sale.
Based on these fundamentals, other sales aspects will be covered as well. Incidentally, the techniques this seminar teaches are optimum elements to include in the advanced training of inside sales staff working at the cargo call centers of airlines or freight forwarders, but can also prove to be helpful in communications with partners who no longer fit the profile of the conventional shipping manager.
- The successful sales negotiation
- Elegant and targeted question techniques
- Active listening skills
- Getting your target price
- Make a positive and memorable impression