Fundamentals of 3PL Sales: Vital Behaviors for Sales Representatives
Welcome to the inside scoop on one of the seven programs at the TIA Sales Success Summit in San Antonio, Texas, on April 12, 2025. I have the privilege of leading the session “Fundamentals of 3PL Sales: Vital Behaviors for Sales Representatives.” If you are a 3PL sales manager or sales rep looking to refine your sales skills and boost your success rate, this seminar is designed just for you.
Over the past three decades, I have worked with more than 190 third-party logistics companies, digging deep into what separates top-performing sales professionals from the merely average. Through extensive research and direct application, we have identified key behaviors and strategies that drive success in this competitive industry.
So, what will you walk away with after attending this session? Let us break it down.
Four Key Skills to Enhance Sales Strategies
The seminar kicks off by tackling critical questions: What are four key skills that will enhance your 3PL sales strategy and why are they effective? Here’s the deal! In a crowded market, where brokers are vying for the same opportunities, having a solid foundation in these four skills is not just helpful, it is essential. When you understand these core competencies, you can position yourself as a trusted advisor, not just another vendor.
We will explore these skills interactively, using real-world examples and group exercises to reinforce the learning. By the end of this section, you will know how to apply these skills to improve prospect engagement.
Defining Professional Selling: A Game Changer
What exactly is professional selling in the context of 3PL? Why does knowing the definition matter? Our research shows that brokers who have a clear understanding of the professional sales process achieve success more quickly. We will break down each step of the 3PL sales process and show how understanding it leads to faster results. Expect hands-on exercises here.
Twelve Vital Selling Behaviors
Have you ever wondered what top brokers do differently? Through years of research, we have pinpointed twelve vital selling behaviors that are crucial to success. These behaviors are embedded in the six steps of the 3PL sales process.
Throughout the seminar, we will dive into each step, providing applied 3PL examples of how these behaviors play out in real sales situations. Whether it is using a specific opening line to establish rapport or crafting a need-based question during assessment, you will gain actionable insights.
Three Behaviors that Lead to Building Rapport
Before you can sell anything, you need to connect with your prospects. But building rapport is not the first step. It involves achieving three specific goals before rapport development takes place. We will unpack these goals and show you how to achieve them quickly and authentically.
Real-World 3PL Examples
Nothing beats learning from real-world examples, right? Using the “Why, How, and Do” method of teaching, we have included applied 3PL scenarios for each step of the sales process. Here is a sneak peek of applied vital behavior examples you will learn.
- Successful Sales Call Openings: Learn how to craft openings that differentiate and start a professional conversation.
- Handling Sales Call Objections: We will teach you two specific actions that will significantly improve your skills for addressing common 3PL sales call objections, thus helping you keep the conversation moving forward.
- Four Types of Need Assessment Questions: Knowing the right questions to ask is vital behavior in a sales call. You will learn how to use diverse types of questions in various sales situations to uncover true needs.
- Five Poor Sales Behaviors to Avoid: Equally important is knowing what not to do. We will highlight common pitfalls that hurt sales reps’ chances of success.
An Interactive, Application-Oriented Experience
This seminar is not about sitting through an hour-long lecture. It is designed to be interactive and exercise driven. You will work in small groups and engage in activities that reinforce key concepts. By actively applying what you learn, you will walk away with a deeper understanding of and greater confidence in your sales approach.
If you are serious about becoming a top-performing 3PL sales broker, this is an opportunity you do not want to miss. The TIA Sales Summit will be held at the J.W. Marriott in the stunning San Antonio Hill Country on April 12, 2025. Ready to elevate your sales game? Register and secure your spot today.
See you in San Antonio!
