SUMMARY:

In this episode of the Journey Podcast, host Will Jenkins sits down with Daniel Solida to break down value-based selling in the freight and logistics industry. Daniel shares his path from interning at Coyote Logistics to closing deals at MoLo and now working at Journey. The conversation focuses on how strong sales reps win by identifying a buyer’s core needs, listening closely, and aligning their approach to outcomes that actually matter to the customer. This episode gets practical fast, covering how to ask better questions, when to pause during sales calls, and how genuine rapport drives better results. For freight brokers, logistics sales reps, and anyone sharpening their sales skills, this episode offers clear takeaways you can apply right away. 

TAKEAWAYS: 

• Identify and align with the buyer’s core needs 
• Shift from features to outcomes 
• Ask sharper questions on sales calls 
• Silence leads to better answers 
• Trust drives buying decisions 

CHAPTERS: 

• 00:00 Intro 
• 00:31 Daniel Solida’s sales path 
• 05:01 What value-based selling means 
• 08:06 Active listening on sales calls 
• 12:09 Building real rapport 
• 14:11 Final takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram!