Carlos Reyes, Selling Dedicated Lanes

SUMMARY: 

In this episode of Sales Bytes, Will Jenkins interviews Carlos Reyes, a Senior Contract Specialist at Emerge, about selling dedicated lanes. Carlos explains that selling dedicated lanes involves solving network inefficiencies for fleets and finding the right customer to fit their network. He emphasizes the importance of understanding the fleet's operations, customer needs, facility hours, and commodity requirements. Carlos also discusses common mistakes in selling dedicated lanes, such as not providing accurate information about drop trailer solutions and detention times. He advises sales reps to do their homework, ask the right questions, and focus on helping the carrier achieve their goals. 

TAKEAWAYS:

• Selling dedicated lanes involves solving network inefficiencies for fleets and finding the right customer to fit their network. 
• Understanding the fleet's operations, customer needs, facility hours, and commodity requirements is crucial in selling dedicated lanes. 
• Common mistakes in selling dedicated lanes include not providing accurate information about drop trailer solutions and detention times.
• Sales reps should do their homework, ask the right questions, and focus on helping the carrier achieve their goals. 

CHAPTERS:

• 00:00 Introduction
• 00:38 Selling Dedicated Lanes and Network Inefficiencies
• 02:03 Understanding Fleet Operations and Customer Needs
• 04:01 Providing Accurate Information and Building Relationships
• 06:51 Common Mistakes in Selling Dedicated Lanes
• 09:16 Doing Your Homework and Asking the Right Questions
• 10:13 Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

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