Drew is an advocate of the consultant based sales approach with over 8 years of experience in the transportation industry providing logistics professionals with out of the box, cost-effective and efficient freight solutions. As the senior client relation manager at Crossdock Systems, he takes a customer-centric approach to managing client accounts by putting himself in their shoes when creating growth strategies and finding solutions that match customer expectations to driver needs. That mentality has led Crossdock Systems to expand their operations from two company trucks servicing the GTA to 35 trucks. He is also an active media user passionate about educating others about the freight industry through blogging (drewsfreightnewz) and his youtube channel.
This week on the Lord of the Rigs Drew Pearson from Crossdock Systems joins Terry to discuss proven sales strategies to close freight accounts. Also joined by Lucas, formally a truck driver at Crossdock Systems and owner-operator of his own trucking company to give an insider driver perspective. Explore why over-promising by under-promising and over-delivering is the #1 mistake of freight agents and brokers of today.
Specifically, we talk about how understanding the customers' needs are a precursor to the perfect freight solution, as well as how to establish trust with your clients from the very start, and how to vet drivers and customers. Plus industry best practices for excess orders and how to recognize, avoid and deal with them as a truck driver and sales consultant to maximize profits.