another rate negotiation question

What do you guys say when you call a broker about a load ? I mean the first thing out of your mouth. I usually say something like "Hi, my name is Danny and I'm calling regarding the load you have posted from XXX to XXX." Today I was thinking maybe I would be better off to start it with something like, "This is Danny from Danny Knapp Trucking, I was wondering if you have any good rates to offer me out of Maryland today ?"

I was thinking maybe this would be an improvement because I establish right away I am looking for a good rate. It also should indicate I don't particularly care where it goes, that I'm not just looking for a quick "backhaul". When I call about a certain load I think they always hope I am desperate to get to a certain location and lowball me right away. Maybe another benefit of wording it this way is they may have another load paying better that I didn't see or not even on a load board.

What do you guys say when you call ? Do you think this is a good way to word it ?

I was even thinking if there is a little pause while they are looking up what loads they have or whatever, I could even jump in with, "I'm looking for something in the $X.XX/mile range". This would be pretty aggressive and could backfire on the rare chance they were going to offer me a higher rate, but I figure it's better than listening to them give me the whole speel just to offer a lousy rate.

 

apyles, there was a great thread started by BigBadBill recently regarding phone skills. It's what got me thinking about this. Lot's of good ideas and tips in it.

http://www.thetruckersreport.com/tr...sk-an-owner-operator/199675-phone-skills.html

 

I'm sure you would. I haven't been able to get you to stop talking to me yet ! lol. Oh, I'm a peach to brokers in the 'real' world. You'd never even know it was me.

 

All the info I've ever read on sales and negotiation says the opposite. That you should take control of the conversation, even be a bit pushy. The psychology is to establish kind of a push/pull thing. Kind of hard to put in a nutshell, I'm not great at it, but I've seen people who have mastered it so I know how effective it can be. I think the way you described can be effective too, I mean in the end that's how it works most of the time. The broker has gives a price and has another $50 or $100 up for grabs.

Throwing a rate at the broker first is kind of risky, but I figure if they say, "Well, I got a load going to Williston, ND for $XXX" I can still say, "Oh no, I don't go to ND for less than $XXX" I mean, the game is still on. Actually, in this situation, I think the best is just to kind of pause and then just kind of say with a shocked tone, "Williston, North Dakota ??!! Oh man, last time I went there I had to deadhead all the way back to Minneapolis ! I'd have to have XXX for that load."

I guess really it comes down to the broker, if I get one on the phone who has been doing it for 5+ years chances are they've had every trick in the book thrown at them. But usually you can tell that pretty quick. Then, I agree, just shut up, let them do their thing. But a lot of them, I think you kind of want to interrupt, take them out of their rhythm, and take control of the conversation.

@MNdriver, thanks for the reminder to be relaxed and have a smile. That's kind of tough to do after a dozen calls or so sometimes.