I already have brokers I use: logistics sales
The short answer
Leave the current brokers alone. Ask which lane gives the shipper the most trouble and what the current brokers have missed on. Offer to cover one load so the buyer can compare for real. A single load on a hard lane is easier to say yes to than a switch.
Take this call against an AI buyerWhy buyers say it
A shipper with working brokers has a routine, and a new name means risk to a load. New brokers call them. One missed pickup can stop a line, so they hold on to what works.
How reps lose the deal on it
- They say they have the best rates. The shipper cannot check a rate with no lane.
- They pitch capacity and coverage in general. The shipper has heard it from every broker.
- They ask for a lane contract on the first call. The shipper will not move main lanes without a director.
Stronger lines to say
- “Good, then you know what works. Which lane gives you the most trouble right now, and when does it go wrong?”
- “I’m not asking you to move anything. Give me one load on that lane and you can compare how we run it.”
- “What’s the one thing your brokers miss on: late pickups, tracking, or getting a call before the truck is late?”
Questions reps ask about it
How do I sell to a shipper who prefers asset carriers over brokers?
Do not argue the model. Ask where the asset carriers fall short: a lane they will not run, a surge they cannot cover, a region with no trucks. Offer to be the name they call for that freight only. Fill the gaps first. The regular lanes can follow.
How do I find an angle when the shipper will not name a lane?
Ask about the freight instead: what moves, how often, and when timing matters. Or ask what the last late load cost. Each gives you an angle without forcing a lane the shipper does not yet trust you with.
What does a shipper mean by a trouble lane?
A lane where loads get rejected, trucks show up late, or the rate jumps every time there is a storm or a holiday. Often it is a low volume destination or a backhaul nobody wants. Ask which lane makes the shipper's phone ring. Offer to cover that one.
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