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Brokertrain Courses

 

CARRIER DEVELOPMENT 1
In this class we will examine preserving capacity by using speed to overcome sensitive market conditions. Specific market conditions will be examined in order to develop an effective plan on how to take advantage of them. We will also look at effective ways to develop leads in order to stay aggressive in tightening markets.       
OBJECTIVES:
To understand a sensitive market
To learn how to take advantage of volatile market conditions
To learn how to create a Carrier Development Program
To learn how to develop lead acquisitions

CARRIER DEVELOPMENT 2
This class will look at load board tips and tricks, load board philosophy, and how to create core carriers. Developing relationships with your customers is not a part-time job. It takes a full investment of time and energy to grow your business through relationship development with both carriers and shippers.
OBJECTIVES:
To understand how to use load boards most effectively
To understand how to effectively develop and maintain good relationships with your customers
To learn to work as a marketer for your carriers
To learn to create core carriers

CARRIER DEVELOPMENT 3

This course begins by emphasizing the need to appreciate our carriers and provides practical tips on how that can most effectively be accomplished. This will go a long way in increasing your customer retention. Developing continuous movement opportunities is discussed as well as understanding how to analyze lanes in order to increase productivity.
OBJECTIVES:
To learn how to most effectively show appreciation to carriers
To understand how to increase retention
To learn how to do lane analysis
To learn how to develop dedicated carriers

CUSTOMER SERVICE 1

In this course you will learn how customer service defines your business. Since all brokers are selling the same thing, you can’t afford to be good, you must be great. Learning to be a “trusted advisor” will make your business great. This course will teach you the philosophy of service and its importance in building your business.
OBJECTIVES:
To understand the elements of great customer service
To understand why great service is so important to the success of your business
To learn tips on how to show care and passion for your customers

CUSTOMER SERVICE 2
In this course you will continue to learn what it means to provide great customer service. You will be introduced to a valuable list of questions to ask that will enable you to get to know your customer’s business in a more meaningful way. You will come away from this course with a good understanding of what shippers want, which can be invaluable in expanding your business.
OBJECTIVES:
To understand the importance of getting to know your customers
To learn how to get to know your customers most effectively
To learn shipper’s needs and expectations

EFFECTIVE NEGOTIATION
This course discusses the need for market intelligence. It also examines the importance of knowing your unique selling proposition and understanding how to use this to your advantage in growing your business. Price quotes and maximizing your margins are also discussed because Gross Profit Margin is your business.
OBJECTIVES:
To understand your unique selling proposition
To learn how to properly produce a price quote
To learn how to manage your business for margin maximization
To learn how to think in terms of points

RELATIONSHIP DEVELOPMENT 1

This course highlights the importance of developing healthy relationships with your potential customers as a first step in growing your business. There is a direct relationship between your ability to develop good relationships with shippers and carriers and your success as a broker. This course will reinforce this principle and give you some practical tips on how you can develop these skills.
OBJECTIVES:
To understand the importance of relationship development in running a successful business
To understand the process of relationship development
To understand how to build long-term relationships with customers

RELATIONSHIP DEVELOPMENT 2

This course is a continuation of learning the relationship development process. More detail is provided in moving through the proper steps of relationship development with customers. Areas of focus include common needs of customers and helpful questions to ask in order to get to know your customer more intimately.
OBJECTIVES:
To better understand the relationship development process
To learn how to get to know your customers on a deeper level
To learn how to move your customers through the relationship development process in order to get them to commit to you
To understand how to best meet the needs of your customer in order to build trust
To understand how to build long-term repeat business

LOAD BOARDS 1

The value of load boards is discussed at length in this course. Understanding how to most effectively use load boards is a must for your business. You will look at the key players in the load board industry and how to leverage them for your success. 
OBJECTIVES:
To understand how load boards can work most effectively for you in your business
To learn who the key players are in the load board industry
To understand how load boards can save you time and money

LOAD BOARDS 2

This course is a continuation of looking at how load boards can benefit your business. In this course you will learn about supply and demand dynamics and the impact they can have on your business. You will learn some easy to use tips and tricks in using load boards as well as the philosophy behind them.
OBJECTIVES:
To understand how load boards can save you time and money
To learn how to use rate engines
To learn how to use load boards most effectively

MANAGING CULTURE
In this course you will learn about the importance of managing the culture in your business. You will learn what it is, why it is important, and how to responsibly manage it. You will learn what most companies do well when it comes to culture and what most companies don’t do well. You will also examine what the most important cultural elements are and how to maintain them. There are many benefits to having a positive culture in your business. This course will show you what they are and how to properly manage them.
OBJECTIVES:
To understand what culture is
To learn how to develop and maintain a good culture in your business
To examine your company’s value system
To understand what companies do right and wrong when it comes to cultural management
To understand what your employees want
To understand the benefits of a positive culture

PRICING 1
Pricing is both an art and a science. This course focuses on the science side by examining the specific elements that drive price.
OBJECTIVES:
To understand how supply and demand affects pricing
To understand how regional differences affect pricing
To understand how seasonal differences affect pricing
To understand how different types of freight affect pricing
To understand how fuel prices affect pricing

PRICING 2

This course continues teaching about the science of pricing in regard to understanding price trends. Then it moves into the art of pricing by looking at how to sell value. It is this understanding of both the science of pricing and the art of pricing that will help you become a better broker.
OBJECTIVES:
Learning how to lower costs through utilization
Understanding price trends
Learning how to use rate engines
Learning to meet the needs of the carrier by providing value
Learning the proper way to establish and present a selling price

LEADERSHIP IN SALES

This course is designed to introduce you to the principles of leadership that affect the sales process. By aligning ourselves with the scientific principles that govern this process, we will increase the probability of achieving a common goal. 
OBJECTIVES:
To understand what a two-point system is
To understand how to establish a two-point system
To understand how to manage a two-point system
To understand how to increase the probability in a two-point system

PSYCHOLOGY OF SALES
Successful sales depend on your ability to collaborate with your customer. This course examines how to effectively approach people by understanding how they think and operate. This understanding gives us the capacity to know whether we fit into their picture or whether we need to create a new picture for them.
OBJECTIVES:
To understand the referential framework that people have
To understand how our conscious and sub-conscious mind help to create our referential framework
To learn to recognize what a person’s referential framework is
To gain knowledge on how to change a person’s referential framework
To understand your role in leading a person through the sales process
To understand how to create collaboration with a customer

HOW TO MAINTAIN FOCUS 1
It is imperative that we learn to eliminate distractions in order to be as productive as possible. This course will provide practical, helpful tips on how to maintain your focus, increase your output, and positively affect your company.
OBJECTIVES:
Examine what distractions may currently be in place
Gain a better understanding of expectations and accountability
Understand where our focus should be in order maximize efficiency

HOW TO MAINTAIN FOCUS 2
Sales requires focus. This course continues to outline the needed strategies to maintain focus throughout the sales process.
OBJECTIVES:
To learn the keys to maintaining focus throughout the sales process
To learn the four types of growth strategies
To learn how to take advantage of your attractor qualities

IMPROVING YOUR EFFECTIVENESS

There are certain key elements that will directly affect your effectiveness as a sales person. This course will enable you to improve your rate of success by outlining some of these key elements. When understood and applied, these sales approach guidelines will help you and your company realize your sales goals.
OBJECTIVES:
To understand how to build credibility
To review buying and selling styles
To examine the profile of a successful sales person
To understand the four primary growth strategies

SALES TRAINING 1 – The Mindset of Sales

In this course we will focus on the mindset of the sales person. It doesn’t matter how skillful you are as a sales person if you don’t approach your customers in the right way. Therefore it is necessary to come to a clear understanding of the proper mindset and approach in sales if we want to be truly effective.
OBJECTIVES:
To understand the sales process
To understand how to take your service from good to great
To understand how to show a customer that you truly care
To explore ways to deepen your relationship with your customers

SALES TRAINING 2 – Understanding Customer Needs

This course could be aptly titled “The Psychology of Sales.” After defining the needs of shippers, the course delves into the predictability of human behavior as it relates to sales. When we understand what our customers are thinking, we can approach them in more effective ways by either fitting in to their current picture or helping them paint a new one.
OBJECTIVES:
To understand the importance of being committed to our customers
To understand the needs of shippers
To begin thinking how we may respond to the needs of shippers
To become aware of how your customers think
To learn how to recognize whether we need to fit into a customer’s normal or help them create a new one

SALES TRAINING 3 – The Sales Process

If we want to be effective in sales it is imperative that we follow a specific process. You can’t run to second base without going to first base first. This course identifies the appropriate steps to take in order to be successful at sales. It will also take a look at how to qualify your prospects by creating an expedient market profile on each of the companies you want to approach.
OBJECTIVES:
To understand the importance of following the correct sales process
To become familiar with the steps of the sales process
To learn how to identify opportunities
To learn how to develop a market profile
To further understand how to respond to the needs of customers

SALES TRAINING 4 – The Pre-Approach to Sales

This course fleshes out more of the imperatives regarding the pre-approach in sales. It looks at the importance of knowing who the decision makers are in a company and understanding what is most important to them. A thorough list of questions to answer in the pre-approach phase is given to help individuals prepare to approach their customer in the most appropriate manner. 
OBJECTIVES:
To understand the importance of doing pre-approach research.
To learn what is most important to specific decision makers within an organization.
To learn the appropriate questions to answer in doing proper pre-approach research.

SALES TRAINING 5 – Key Concepts in Selling
It is critical that we have the ability to properly approach gatekeepers. They can make or break our sale. This course begins with some very helpful tips on how to get a gatekeeper to help you. Specific key selling concepts are also examined. If followed, these concepts will help any sales person achieve a higher level of success.
OBJECTIVES:
To learn how to successfully win over a gatekeeper
To understand the key concepts of selling
To be introduced to the idea of matching a buyer’s style.

SALES TRAINING 6 – Buying Styles

In this course we will examine four different buying styles as described by the DISC Personality Profile. It is imperative that sellers make a strong connection with buyers. Understanding a buyer’s style will help you know the right approach to take in order to make that connection. 
OBJECTIVES:
To understand the Decisive buying style
To understand the Interactive buying style
To understand the Stabilizer buying style
To understand the Conscientious buying style

SALES TRAINING 7 – Asking for the Business

This last course in our sales training series starts out with a review of the main concepts taught in the previous courses. This constructive summary allows us to pull forward valuable content to tie to the last few new concepts introduced in this lesson. After the review the focus shifts to “Asking for the Business,” which introduces the right approach to take during the closing phases of the sale.   
OBJECTIVES:
To refresh your memory on previous concepts introduced in these lessons
To learn the proper steps to closing a sale
To understand the components of a new customer process
To become aware of how to analyze missed opportunities

COLLABORATION IN SALES

More than anything the success of your sale depends on collaboration. In this course you will learn how to develop that collaboration with customers in order to win their trust and make the sale.
OBJECTIVES:
To learn how to identify a customer’s image
To understand the elements of collaboration
To understand the key elements in creating credibility
To understand the importance of matching a customer’s buying style

KNOWING YOUR MARKET POSITION

Understanding how to position your company correctly within the market is key to your company’s success. In this course you will learn what market positioning is along with the key strategies that will enable you to position your company most effectively. 
OBJECTIVES:
To understand what market position is
To learn the three main market positioning strategies
To learn the components of a sales plan
To understand planning ratios

THE SALES PLAN

Everyone knows that shooting in the dark or just letting things develop naturally is not a good way to grow a business. We must be intentional. We must develop effective plans and then execute them. This course
will provide you with some key tips on how to develop an effective sales plan that will provide guidance and direction on how you approach your sales.  
OBJECTIVES:
To understand the principles of account expansion
To learn how to prioritize accounts
To learn the formula for projecting a sales plan
To learn how to develop a new customer acquisition plan

CREATING A HEALTHY SALES CULTURE

Culture will always win out over strategy. Therefore, it is imperative that we are intentional about the 
environment we develop in our company. This course will help you do just that by providing insight on how to develop the key elements of a healthy sales culture.
OBJECTIVES:
To better understand the cultural issues in our industry
To understand the components of a healthy work culture
To understand the benefits of a healthy sales culture
To understand the leadership qualities that promote a healthy culture

PHONE STRATEGIES 1

This course focuses on the first steps in the sales process. It is important to know how to properly prepare before making a call, how to most effectively deal with the gatekeepers, and what to do if you can't get through to the person you want to talk to. Knowing the proper way to approach your calls will greatly increase your chances of making a sale. 
OBJECTIVES:
To know how to effectively do pre-call planning
To learn how to set primary and secondary objectives for each call
To learn how to effectively work with gatekeepers
To learn how to leave effective messages

PHONE STRATEGIES 2

This course continues proving effective tips on how to approach customers on the phone. Your opening statement is the most important part of your conversation. Learn how to properly open a conversation and lead it the direction you would like it to go. By adding value you will make your customer want to extend the conversation.
OBJECTIVES:
To learn how to open a conversation on the phone
To understand what to say and what not to say in an opening conversation
To learn how to add value to a conversation
To learn how to put customers in a positive frame of mind
To learn how to extend a conversation

SCIENCE OF SUCCESS 1

Did you know there are actually scientific laws that directly impact the way you do business? Learn what they are and how to use them to your advantage in this stimulating course on the Science of Success.
OBJECTIVES:
To understand the principles of success
To learn how to establish a two point system and accelerate the movement between point A and point B
To learn how to establish your success framework
To understand the importance of managing the motion between your two states

SCIENCE OF SUCCESS 2

This course is a continuation of the examination of scientific principles that govern business.  Using these scientific laws, we will see how focus, which is the combination of belief and frequency, will increase the odds of achieving your goals.  
OBJECTIVES:
To learn how to establish a two point system
To understand the difference between intensity and frequency
To learn how to accelerate the motion between your current state and your desired state
To learn how to use focus to increase your probability of achieving your goals

TURNING PROSPECTS 1

If we are going to expand our business, it is either going to be by doing more with our current customers or by developing new customers. This course will teach you how to do both. Turning Prospects 1 will focus specifically on how to identify opportunities, who to approach within a business, and how to appropriately approach them.
OBJECTIVES:
To learn how to identify opportunities
To learn how to know who your decision makers are
To learn key questions to ask in your approach

TURNING PROSPECTS 2

Turning Prospects 2 focuses on the approach we should take with our customers. Whether it is the gatekeeper, the salesman, or the broker, we should have an intentional purpose and approach in order to maximize the possibility of furthering our business with them. We will examine the intricacies of how to approach these folks so that they want to do business with us.
OBJECTIVES:
To learn how to appropriately deal with gatekeepers
To learn a variety of key selling concepts
To learn the appropriate way to make that initial contact

TURNING PROSPECTS 3

In Turning Prospects 3 we will examine follow up questions that act as cultural bridges in our conversations with potential customers. This bridge, from our approach to our presentation, is key in successfully moving the customer to a place where they want to work with us. We will also look at a step by step process that will give you a road map to follow when working with potential customers in order to maximize the possibility of your success in acquiring their business.
OBJECTIVES:
To learn how to ask key conversational bridge questions
To learn how to get the customer to participate in the presentation
To learn how to differentiate yourself by meeting their needs
To understand the process of moving a presentation from emotional connectivity to intellectual appeal
To learn how to appropriately ask for the business
To understand the importance of developing a new customer process

USING KPIs

This course will show you how to use Key Performance Indicators to measure your business’ performance.  You will learn the types of indicators that can be used, why it is important to use them, and how to use them most effectively.
OBJECTIVES:
To know the various types of KPIs that can be utilized
To know how KPIs encourage the proper behavior in employees
To know how KPIs can increase the level of focus for the entire business
To know how KPIs provide objectivity in employee evaluations
To know how KPIs improve execution and promote consistency
To know how KPIs will improve your decision making process

LEADERSHIP SUCCESS 1 – The Three Components of Leadership

Your leadership style is based on your traits, your skills, and your behaviors. This course takes a look at this foundational concept in order to give the learner a better understanding of their own leadership style. The learner will discover that this simple self-analysis process can be a key to improving their leadership effectiveness, which in turn will improve employee production, which will improve the company’s bottom line.
OBJECTIVES
To understand what traits, skills, and behaviors are
To examine our own traits, skills and behaviors
To see the relationship between a leader’s behavior and the company’s bottom line
To begin the development of a personal growth plan in order to increase our leadership effectiveness

LEADERSHIP SUCCESS 2 – Traits of Effective Leaders

Leadership Success 2 examines nine key traits of effective leaders. As these traits are discussed, the learner will be going through a self-analysis process in order to gauge where they stand relative to these attributes of successful leaders.
OBJECTIVES
To understand the nine key traits of effective leaders
To assess your strengths and weaknesses in regard to these leadership attributes
To continue developing a personal growth plan that will help you focus on improving specific  attributes

LEADERSHIP SUCCESS 3 – Autocratic vs. Democratic Leadership Styles

In this course we discuss the Autocratic Leadership Style and the Democratic Leadership Style. Details are given on the differences between Management and Leadership. A diagram is used to show the comparison of “concern for people” and “concern for production.” You will find out more about your own leadership style and how you can make the proper adjustments to become even more effective.
OBJECTIVES
To understand the differences between an autocratic and democratic leadership style
To learn what style we function in most often
To know when each style may be appropriate
To learn how to adjust our style to become a more effective leader

LEADERSHIP SUCCESS 4 – Situational leadership

The best leaders adjust their leadership style to the situation depending on the needs of the learner. In this course we will examine the different needs of employees and the leadership style that is most effective in leading an employee with those specific needs.
OBJECTIVES
To understand the basic premise of situational leadership
To learn the various needs of employees
To learn the varying leadership styles
To learn how to match the right style with the right need.

LEADERSHIP SUCCESS 5 – Communicating Expectations

Research tells us that our followers will rise to the level of expectation we present them with. Therefore, it is imperative that we clearly communicate our expectations. In this course we will examine the best ways to communicate our expectations and the effects of true accountability.  
OBJECTIVES
To better understand the need for communicating expectations
To better understand how to communicate expectations
To better understand accountability

LEADERSHIP SUCCESS 6 – How to Achieve Improved Results

We all want improved results, both for ourselves and for our organization. This course examines the formula for producing improved results.
OBJECTIVES
To understand the importance of positive attitude
To understand the components that lead to improved results

DEVELOPING A MARKET ANALYSIS

It is important that we understand the difference between selling and marketing. This course explains the difference and gives some practical means by which we can improve our marketing results.
OBJECTIVES
To learn the three key positioning strategies
To learn the components of revenue growth
To understand how to develop an effective sales plan

MARKETING STRATEGIES
This course examines the role you play in the current market. Understanding your offerings, your position, and your primary market will enable you to be most effective in your approach. You will learn how to define your product by looking at the service considerations of shippers as well as understanding your unique selling proposition.
OBJECTIVES
To learn the common market positions
To understand your role in the market
To learn how to develop a plan on how to change your market position

DEVELOPING A MARKETING PLAN
Putting a marketing plan together does not have to be a complicated process but it needs to be a comprehensive process. Pricing considerations, compensation structure, promotional considerations, people considerations, your target market, and your strategy all need to be considered when developing a marketing plan.
OBJECTIVES
To learn the three key positioning strategies
To learn the components of revenue growth
To understand how to develop an effective sales plan

IMPLEMENTING YOUR MARKETING PLAN

This course examines a detailed process on how to implement your marketing plan. There are key elements that must be followed in order to guarantee success.
OBJECTIVES
To understand the components of a successful action plan
To understand the key elements in marketing execution
To learn how to evaluate your marketing execution




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