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Echo Global Logistics Freight Broker - Inside Sales Interview Question

I interviewed in Chicago, IL and was asked:
"Tell me about a difficult client and how you handled it."
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Part of a Freight Broker - Inside Sales Interview Review - one of 57 Echo Global Logistics Interview Reviews

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I told them I spent a lot of time trying to "level the playing field" and not trying to sound like I'm selling something, but rather understanding the problems they were facing. It took time for the client to vent and then they were much more receptive to what I had to say. I tweaked my sales approach to be in line with the concerns the client voiced earlier in the conversation.

- Interview Candidate on Jun 27, 2010

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