Sales Bites

Mike Beckwith, Sell Solutions Not Service

Episode Summary

In this episode of Sales Bites, host Will Jenkins speaks with Mike Beckwith, VP of Brokerage at Freight Plus, about the evolution of sales strategies in the freight industry. They discuss the importance of transitioning from traditional pitching to a more consultative approach, emphasizing authenticity, relationship building, and the art of asking the right questions. Mike shares insights on how to create value for customers and the significance of long-term partnerships in sales.

Episode Notes

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Mike Beckwith, VP of Brokerage at Freight Plus, about the evolution of sales strategies in the freight industry. They discuss the importance of transitioning from traditional pitching to a more consultative approach, emphasizing authenticity, relationship building, and the art of asking the right questions. Mike shares insights on how to create value for customers and the significance of long-term partnerships in sales.

TAKEAWAYS: 

• Authenticity is key in sales interactions. 
• Sales is about listening, not just talking. 
• Consultative selling focuses on creating value, not just pitching services. 
• Asking open-ended questions leads to deeper conversations. 
• Building rapport is essential for trust in sales. 
• Sales strategies should adapt to the unique challenges of the freight industry. 
• Long-term relationships are more valuable than one-off transactions. 
• Understanding the customer's pain points is crucial for effective selling. 
• Sales reps should position themselves as partners, not just service providers. 
• Effective sales require ongoing learning and adaptation.

CHAPTERS: 

• 00:00 Introduction to Sales Bytes and Guest Background 
• 05:23 Transitioning from Pitching to Consultative Selling 
• 12:18 The Art of Asking Consultative Questions 
• 18:57 Building Long-Term Partnerships in Sales