The best sales representatives are often the ones who aren’t selling anything — at least not right away.
Instead, some of the best sales tactics revolve around solving a prospect’s problem more than selling them something. Offering a prospect a useful tool or piece of information that is helpful to them even if they don’t buy the product is at the core of many approaches to sales.
But to do this, sales representatives have to stay up to date with market trends and the state of their prospects’ industries.
How Joshua Harris, a business development representative at MoLo Solutions, does this is by staying constantly tapped in. Harris makes a point to use the commute to and from work as a time to watch industry-related videos and podcasts.
“These resources offer valuable industry insights that I can apply in my daily interactions with customers,” Harris said.
Built In spoke with Harris about the skill sets that help MoLo Solutions representatives stay ahead in the logistics industry.
MoLo Solutions, an ArcBest Truckload Service, is a third-party logistics provider that connects businesses with transportation to get products delivered.
Which skills do you leverage most often in your day-to-day work?
As a business development representative, the skill I rely on most is staying organized — especially when managing both new and existing customer opportunities. I also stay up to date on current market trends, which helps me engage more effectively with customers, particularly when it comes to discussing our pricing strategy throughout the year. And I lean on strong communication skills to build lasting relationships, both internally and externally, and to drive meaningful conversations with customers.
How have these skills enabled you to heighten your impact on the company or grow your career?
Prioritizing these skills has helped me step out of my comfort zone and build confidence in myself and my ability to sell. I’ve learned to embrace change and uncertainty in this industry and role; I’ve come to appreciate that each day brings a new opportunity for personal growth and growth in my book of business.
What are some resources or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources your company has provided to support this growth?
I have refined my sales skills through the incredible training that ArcBest and MoLo provide. Outside of my manager and colleagues, some of the resources I regularly turn to are industry related video content, logistics focused multimedia platforms and podcasts, which I usually listen to during my commute to and from the office. These resources offer valuable industry insights that I can apply in my daily interactions with customers.
