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Shipper Buying Behavior: A Guide for Transportation, Logistics and 3PL Sales Leaders (TNS450P)

Presented By : Joe Lynch
(*) Single User Price. For multiple users please call 1-800-223-8720
Pre Recorded Webinar
60 minutes
  •  Wed, April 29, 2015
Event Description

Understand How Shipper's Buying Behavior Should Be Aligned With Product Development, Marketing & Messaging To Improve 3PL Sales.

Logistics and transportation sales people work in a hyper competitive environment. It is difficult to connect with shippers who are swamped with phone calls and emails daily from eager 3PL (Third-Party Logistics) sales people. Most shippers view transportation and logistics services as a commodity.  The tired old sales messaging from 3PL sales people of "low prices" and "better service" tend to fall on deaf ears.

Smart 3PL sales managers have developed sales processes that streamline the process and hopefully boost sales. This approach only works if the sales process is aligned to the shipper's buying process. After all, the buyer sets the tone and pace of the buying process. Unfortunately, most 3PL salesmen don't really understand how their customers buy.

To align to the shipper's buying process, you must first understand the shipper's buying behavior. Once the buyer's behavior is better understood, the sales team can adjust their messaging and sales process.

In this webinar, expert speaker Joe Lynch will share the results of research on shipper buying behavior. The research is based on a series of surveys and individual interviews with shippers who buy transportation and logistics services. The presentation will also include relevant findings on new decision science research that reveals how buyers make their decisions. This research by Joe was done in collaboration with Heather Monteiro, PhD, a logistics educator and researcher, who brought her considerable logistics knowledge along with superior research skills to the project.

In this program, you'll learn how to:

  • Recognize the importance of the shipper's buying behavior.  All sales activity from product development, marketing, messaging, etc. should be aligned to shipper buying behavior
  • Differentiate between what buyers say in surveys vs. what their behavior suggests. 
  • Improve sales approach based on how shippers buy logistics services.  
  • Incorporate decision science discipline into your company's sales process.
  • Connect with shippers on something other than the tired old messaging of "lower prices" and "better service."
  • Incorporate shipper responses (based on surveys / interviews) into your sales process.

Benefits of the webinar:

  • A comprehensive review of shipper survey / interview results on buying behavior.
  • Recognize the importance of understanding the shipper's buying behavior.  This knowledge should inform the product offering, sales process and messaging.
  • Learn that buyer's make decisions based on reasons that are beyond their conscious thoughts.  In the webinar, some those unconscious reasons / triggers will be presented.
  • Review of shipper buying behavior research that includes: survey results, interviews, literature review of the latest research on buying decision science.
  • A high level review on how the decision science, auto-pilot thinking vs. pilot thinking.  This knowledge can be used to better understand shipper buyer behavior.

Who should attend

  • Anyone responsible for sales within Third-Party Logistics providers (3PLs) including owners, sales managers, brokers, sales agents and representatives.
  • Third-Party Logistics providers in supply transportation, warehousing, brokerage, technology and logistics services.
About Our Speaker(s)

Joe Lynch, Transportation Guidelines ExpertJoe Lynch
Joe Lynch is the founder of The Logistics of Logistics, a logistics training and consulting firm.  Joe specializes in helping logistics and transportation companies grow their sales.  Joe also works with manufacturers, retailers, distributors and wholesalers to select and manage their logistics providers (3PLs, broke... More info

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    Event Title: Shipper Buying Behavior: A Guide for Transportation, Logistics and 3PL Sales Leaders
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