THE SHORT ANSWER
How should freight brokers respond to shipper sales objections?
Ask enough to understand the objection. Then decide whether there is a service problem you can address or no purchasing opportunity at that contact.
Watch the original lesson.
Overcome ANY Freight Broker Sales Objections | 3 Step Strategy ↗
Freightskills · Luis Uribe. This lesson reflects its original recording period.
Find the concern behind the first answer.
Luis’s objection-handling lesson begins with diagnosis. A statement such as not wanting to use brokers can reflect cost, an earlier service failure, a communication problem, or a lack of authority to make the decision. Responding before understanding the reason can miss the actual concern.
His approach is to ask clarifying questions rather than immediately rebutting the answer. Follow the explanation far enough to understand what happened and why it matters to the prospect. The goal is a relevant conversation, not winning an argument about brokers in general.
Connect the response to an actual service problem.
In one example, the initial concern is that brokers cost more. The discussion then reveals difficulty getting responses and dealing with missed pickups. That creates a more useful question: what coordination work would make the transportation arrangement easier to manage?
A response about service should be specific to what you can provide. Luis emphasizes arranging alternatives and handling the recovery work that otherwise falls on the shipper. Do not simply deny that brokerage has a commercial cost or promise that your operation can solve every interruption.
Use appropriate persistence.
Luis includes persistence and finding actual decision authority in his broader framework. These work best when they produce new information. A different role may clarify responsibility, but contacting someone else should not involve disguising the earlier conversation or ignoring a request to stop.
Repeatedly giving the same response to the same refusal is not the same as learning. Ask whether the concern is clear, whether your service addresses it, and whether the person can act. If one of those conditions is absent, another sales pitch may not move the situation forward.
