Need Help With Freight Broker Sales Pitch

So after trying out a smaller firm only to find it wasn't legit, spending a lot of time deducing and being explained that going under my own authority to start out is a bad idea and applying to many places without experience and being turned down I finally, finally found a place willing to train me and allow me to operate under a senior broker. The commission draw is very fair and it's a major trucking company this broker works for. The training was all satellite, done by videos. I got a phone line set up, a home office set up, a business E-mail set up, all the documentation and am ready to roll...

Now what?

The training didn't go into a TON of detail about the sales pitch and when I look any info or videos up they all say different things. I tried calling some places and found that I kind of fumbled on my own words a bit and wasn't exactly sure of what I was doing. I know what I was offering them, but why would they want to choose me? What makes me sparkle? I'm not quite sure how to convince or explain why "our" services are better than the other guys. Starting out I fumble a bit on my presentation, "We're just calling to see if you have full truckload capacity needs" dot dot dot.

I feel like I've got an engine but no wheels, all the power and drive but missing a few key elements. I just feel like I'm not quite sure what to say. I've been trying to make this freight brokering thing work no matter what, I've been quite dedicated at making this work some how so I come here asking for some advice once more.

Thanks for any replies, advice and time.

 

Thanks for the replies.

One of the biggest problems is I wasn't taught how to rebuttle really. I'm not blaming the group I'm with, they seem like a pretty good bunch and for that I want to do good. I'm just not sure what to say when some one throws me "Why would I want to use you over X Y Z?" I'm not quite sure what to even ask once I get the shipping managers on the phone. I mean, they obviously are moving their freight some how, you can't exactly ask if they need capacity. I just feel like I'm jumping into this not knowing a few key elements.

 

Thanks for the replies.

Selling over the phone is difficult enough, I doubt right now as I stand I would be able to physically walk into a business with a card in hand to sell my services. I agree though, most people want to buy, offer them something they can't refuse, something enticing instead of selling them.

I would love to solve the customer's problems, but I have to get the chance to do that first.

That book looks quite interesting too.

 

Yeah, I keep getting rejections...

"We already are contracted out" "Our customers source their own loads" "voicemail, voicemail, voicemail" "We don't ship in full truckload" "We like who we have, thanks"

It's only noon and I can't find the motivation to pick the phone back up. I feel like a little league player going to try out's for the major league baseball teams.

How will I ever make a living, even break 40k a year like this?