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Apply it at the freight desk

Start Here: An Objection Is a Signal

Anchor: The Four Ps and What They Often Mean

Substance: Use LAER Before You Answer

Case: “Your Rate Is Too High”

Practice: Write One Reply for Each P

Pressure Test: Reflex or Real Objection?

Quick Check: Respond to a Purchaser Concern

Scenario Practice: The Incumbent Broker

Real-World Rep: Build an Objection Response

Mastery Check: Choose the LAER Sequence

Deploy: Four Ps and LAER Desk Card

Use the Four Ps to classify shipper objections and LAER to respond with curiosity, evidence, and a respectful next step. Includes practical scripts, scenarios, knowledge checks, and a desk card.

Learn to distinguish a reflex from a real concern, uncover what the shipper means, and respond with the right next step using the Four Ps and LAER.

Phase 7.6: Handle Shipper Objections with the Four Ps

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