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we don't rise to the level of our goals  we fall to the level of our training   stacking the deck to make it harder to  fail goes a lot farther than trying to   rely on Willpower in this video we will show  you how you can set up systems to make it   easier to hit your sales goals and close  more customers [Music] [Applause] [Music] I'm Benjamin Kowalski with Freight 360 where we  provide the latest Transportation sales tips and   training videos to help you reach your goals  faster if you're a fan of the content please   support us by Smashing that like button below  and sharing us with all of your colleagues   how you structure your sales process is one  of the core activities to Growing your book   of Business Without it you won't succeed in this  industry and all of the years I've been in sales   almost every single person that's failed did  so for the same reason they didn't pick up the   phone enough they didn't make enough calls and  they didn't touch enough prospects I've met one   individual that made his calls consistently for  almost a year and didn't make it and that same   person went on to become one of the top one  percent producers and another sales role in   a different industry Logistics just wasn't just  didn't fit them now we're going to discuss what   you can do to make it easier to hit those daily  or weekly sales goals if your typical we'll say   daily goal is 70 sales calls and that takes  you the better part of we'll say six hours   now when you don't have a handful of  available hours it becomes very easy   to just say the hell with it I'm not going to  make any calls today I'll get them in tomorrow   instead of doing that reduce the scope of your  work and what I mean by that is maybe you only   have 35 minutes free today because you had  a Fallout on another load and you spent most   of the morning and afternoon calling carriers  to recover it so what do you do you take your   goal of 70 calls and reduce it reduce it to  maybe 10 or 15. and why should you do that   because the bad days are much more important than  the good days the days you don't have enough time   and the days you don't feel like making your calls  because if you show up on those difficult days   even if it's less than you would hoped for you  maintain the habit and that counts for a lot   because now the only thing you need is more time  and you're likely going to have it the next day   next reduce as much friction as possible and what  I mean by that is make it easier on yourself to   succeed so eliminate the distractions around you  turn off the TV in your office close the internet   browser and put your phone in the drawer the less  things that get in your way the more likely you   are to hit that goal third prepare your leads at  a separate time from calling your leads we repeat   this over and over on this channel it's very  difficult to become efficient at doing anything   or many things at once right because we'll use  this as an example if you were going to learn   how to shoot a basketball you wouldn't learn  how to dribble and pass at the same time what   you would do is you would stand in one place and  have a friend or a coach feed you the ball over   and over again and stand in the same place why is  that well because you're able to hold all of the   other variables constant as you learn how to put  the ball over the rim and ultimately into the hoop   it's the same here doing research is its own task  and should be treated as such the more time you   spend just doing lead research the faster you get  at researching leads and then making sales calls   by the way it uses a different part of our brain  altogether so making calls over and over and over   again helps you improve all of the things related  to sales calls your tone your rate of speech   what you say how The Gatekeepers or prospects  respond and how to handle your common objections   A good rule of thumb is to have at least 200  Sales leads researched and entered into your CRM   before you pick up the phone and make one call  then once you start dialing you should be both   qualifying asking enough questions to determine  that there is an actual need for your services   and also disqualifying meaning you've  learned enough to determine that there   is no need there and no need on  the you know immediate future   as you eliminate prospects that aren't a fit  you should be replenishing them now you won't be   calling the same phone numbers every day so you're  going to want to add about 50 leads per week when   you start until you have about 400. that's a  sufficient pipeline of leads to close at least   one or two customers per month over time remember  it takes on average 8 to 12 conversations with a   shipper before they become a customer so don't get  frustrated when your first call doesn't end in a   sale it's a long game and those that reach the  top play it that way for more tips and training   be sure to watch our weekly podcast on this  channel and check out the description for links   to private coaching because remember whether you  believe you can or believe you can't you're right [Music]   foreign [Music]