Need Negotiation tips

I've negotiated in several fields, but never trucking. Principals should be the same...

Mr broker, for X $$$ you can get that load off your desk right now, get on to booking your next load. Does that sound like something that might make money for you? Then you be quiet...don't say another word. Force him to say no or offer another price.

It doesn't win every time, but you have to remind him of the benefit of stopping negotiations and accepting your offer.

When you ask in 57 different ways if they can pay more it tells him you might go lower.

By using my line it show him the benefit of booking this deal and move on to the next deal.

And...it leaves the door open. And...it's it's a hell of a lot nicer way to say I can't go any lower.

Offer a benefit for taking the business at your price, don't beg.

 

Roadrooster, I had a long day on the phones today trying to get out of a tight spot. I probably made 30 calls. I gotta say that is some excellent advice. Thanks

 

Set your limit for any load before you look,

If it isn't enough, then a simple no.

Then if asked, tell the broker what it will take with your minimal amount.

 

I always have a number in my head before calling. Every now and than they hit that number , in that case I ask for even more and most the time they will come thru . The 15 day average can get you in the ball park but I wouldn't bank on it . Right now in low and high freight areas the brokers are killing the open market with these prices and they negotiate less and less . I do better on the Brokers boards than on DAT but still like to use DAT as a tool . Good luck

 

It is not in the words. Or some eloquence. You have to know the circumstances. History of the lane's rates, what the recent average on it is, time of a day it is posted or you get a call from a broker and most importantly being able to recognize the urgency level to cover the load.
Big brokers, who are typically selling their loads cheap, have deep pockets and at the right time will pay very good.
Otherwise, if the circumstances are not in your favor, nothing really you can do with that verbal weaponry. In the end all of us are subjected to almighty market forces.

 

If youre in a deadzone full of trucks calling on PT lumber or brick just forget it.. There is no challenge, no tarp, nothing specialized.. The lowest bidder will be the one subsidizing that move. Stay out of these zones is the best weapon.

When you are calling on the best paying load to hit the board, its not your suave demeanor, its your competence. It pays good to get the competent to call, because there is something critical in the job. Could be the securement, the location [a WV pipeline site perhaps] or the schedule.. Maybe riggers will be on the ground waiting.

You tell the broker how competent you are, never by talking you up.. But by asking the right questions rapid fire like it is childs play to you, its all you do is knock out the stuff other guys screw up. How much dunnage, what size tarps, does it spec chains or straps, dock hours on pick, dock hours on drop. Its a machine? I need all dimensions.. Are we sure on those dimensions? My deck is 55" high, did they measure from the floor or the wood blocks the machine is on, and does it have levelling pads that are cranked up? Does it have a chip conveyor or smog hog? Did they drain the machine? Whats the value on this move, i need to make sure i have enough cargo coverage etc etc etc.

I prefer to ask enough pertinent questions that the broker actually worries about his own butt, gets off the phone with me, calls the shipper then calls me back with more answers. In that scenario you actually become the guy theyre counting on to keep them out of trouble since they had no idea it was so complicated.

Once their faith in you is growing, then talk money matter of factly. Not "can you...?"

"Ive got the gear and know the job, my price is this. I have to return some other calls. Call me back if your customer wants me to run it. Thanks."

They may not let you off the call. This is how i get a small partial out of north east that pays better than a full load of tarped lumber to the same place. Seek the complicated and deliver.

And yeah i am a noob. So what. I deliver.

 

A lot of great advice in here! I also recommend a little reading:
Never Split the Difference: Negotiating As If Your Life Depended On It
by Chris Voss, Tahl Raz

 

When they ask you to (give) them a break on price. Response - I only give away bubble gum & dic.. , I’m out of gum. Disclaimer - this tactic was commonly used in contract negotiations 15-20 years ago. Nowadays it will probably result in a sexual harassment suit or a proposition your not going to like.

 

Lately, most of my loads cancel before I even get the rate con back. So many low ballers.