Sales Bites

Will Hopkins, Selling Open Deck Freight

Episode Summary

In this episode of Sales Bites, host Will Jenkins interviews Will Hopkins, Founder of Black Box Logistics, discussing the intricacies of open deck freight sales. They explore the importance of understanding accessorials, dimensions, and the vocabulary specific to open deck freight. Hopkins shares insights on creative approaches to sales, the significance of vetting carrier partners, and resources for learning about open deck freight. He emphasizes the need for new reps to embrace challenges and learn from their experiences in this specialized field.

Episode Notes

SUMMARY:

In this episode of Sales Bites, host Will Jenkins interviews Will Hopkins, Founder of Black Box Logistics, discussing the intricacies of open deck freight sales. They explore the importance of understanding accessorials, dimensions, and the vocabulary specific to open deck freight. Hopkins shares insights on creative approaches to sales, the significance of vetting carrier partners, and resources for learning about open deck freight. He emphasizes the need for new reps to embrace challenges and learn from their experiences in this specialized field.

TAKEAWAYS:

• Understanding accessorials is crucial for open deck sales.
• Knowledge of dimensions and specifics is essential.
• Creative solutions can win business in open deck freight.
• Vetting carrier partners is vital for success.
• Look for less competitive leads in specialized markets.
• Open deck drivers often have more hands-on experience.
• Utilize the internet for learning resources.
• Critical thinking is key in open deck freight.
• Embrace challenges and learn from mistakes.
• There's significant opportunity in the open-deck market.

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Introduction
• 01:57 Journey into Open Deck Freight
• 02:45 Understanding Open Deck Sales Basics
• 06:08 Creative Approaches to Open Deck Opportunities
• 09:22 Vetting Carrier Partners in Open Deck Freight
• 10:55 Learning Resources for Open Deck Freight
• 12:13 Advice for New Reps in Open Deck Freight

SPONSOR:

This episode is brought to you by  @RevenovaTMS  !