This course is built upon nine fundamental pillars, each designed to equip participants with
essential skills for success in sales within the cargo field. It commences with a thorough
exploration of the sales process, consisting of four pivotal pillars: Devising, Prospecting,
Encountering, and Closing. Following this, the course delves into critical skills crucial for
effective selling. These encompass Service, Communication, Negotiation, as well as Cultural and
Emotional Intelligence, all of which are indispensable for a professional salesperson operating in
this domain.
Furthermore, the course underscores the significance of the Retention pillar, recognizing the
enduring value of existing clientele. In the dynamic world of cargo and logistics, where
relationships play a paramount role, mastering the art of retention is deemed invaluable.
In essence, this course serves as a cornerstone for individuals seeking to excel in sales within the
cargo industry, emphasizing the pivotal role of these skills in navigating the complexities of the
field and fostering enduring success.
Learning Outcomes
*Grasp the concept that the essence of "selling" lies in serving the customer's needs.
*Identify the four primary needs of customers, alongside additional requirements specific to
cargo-related transactions.
*Develop proficiency in time management, recognizing its critical importance in mastering the
multifaceted demands of selling. *Identify key channels for prospecting potential clients, optimizing outreach efforts.
*Appreciate the significance of crafting pertinent questions in advance of customer
interactions, enhancing engagement and understanding.
*Recognize the four primary personality types and adapt communication strategies accordingly
for effective rapport-building.
*Gain insight into core sales tactics and strategies for closing deals successfully.
*Foster a foundational understanding of sales customer relationship management, essential for
nurturing long-term client partnerships.
*Acquire indispensable skills in service, communication, and negotiation tailored to the context
of sales within the cargo industry.
Concise Outline
1. What is selling?
1.1 Advantages and market of air freight
1.2 Cargo product mix
2. Devising
2.1 Features and benefits and challenger sales model
2.2 Time management
2.3 Customer, company and competitor knowledge (3C)
2.4 Technology tools
3. Prospecting
3.1 BANT
3.2 The funnel of customers
4. Encountering
4.1 Relationship selling
4.2 Types of personalities
5. Sales and closing tactics
6. Service
6.1 RATER
6.2 Customers’ cargo needs
6.3 CRM
7. Communication
7.1 The C’s of communication
7.2 “I and you” messages
7.3 Listening skills
7.4 Body language
7.5 Telephone skills
7.6 Presentation skills
8. Negotiation
8.1 Team negotiation
8.2 Negotiation tactics and how to counter them
9. Emotional and cultural intelligences
10. Customer Retention
11. What to include in a cargo quotation!
