Training Tuesday: Asking Questions Asking good questions can make the difference between making a bad sales call and engaging the prospect in a worthwhile conversation. Here are some important tips to remember: Use ‘assumptive problem’ open-ended questions Instead of saying, “Do you have any problems with moving your product now?” say, “How are you handling
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Intermodal 101:Equipment Availability
Intermodal 101: Equipment Availability In our last post, we discussed the impact long-term rates had on the railroads as a contributing factor to the creation of rail controlled, door to door product. But there are other reasons the rails have created this service. Equipment availability in a given area varies at different times of the
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Training Tuesday:Addressing Problems
Training Tuesday: Handling Problems It doesn’t take long for anyone in the transportation business to realize that occasionally bad things happen to good people. You name it, it can and occasionally will happen. When customers aren’t happy, whether it’s because a shipment is late, damaged or lost, five things can happen—and four of them are
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LTL 101:Billing
LTL 101: Billing Accuracy Many shippers have expressed concern about accuracy of LTL carrier’s billing practices. Having pushed the LTL carriers to be more vigilant with making corrections for weight and other aspects of shipments for proper revenue capture, SJ Consulting researched the validity of such perception by conducting an extensive survey with several large
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Training Tuesday:Delivering Great Customer Service
Training Tuesday: How to Deliver Great Customer Service Many customers are suspicious of freight salesmen. They think that we’re there at the time of the sale but not when they need us if something goes wrong. Many people get buyer’s remorse. When they get that follow-up email or phone call, or they experience the other
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Intermodal 101:Rates
Intermodal 101: Rates Use of rail controlled, door to door offerings have some positive and negative components to consider. It is important to contemplate them when trying to determine if this option for intermodal shipping fits your needs. This product offering has been beneficial to the railroads and doesn’t show signs of changing, but to
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Training Tuesday:Asking for Referrals
Training Tuesday: Asking for Customer Referrals Referrals are the easiest sales you’ll make. It’s your job to tell a purchasing manager that SunteckTTS offers the best service available; that’s what he expects you to say. But when he hears it from a fellow purchasing manager then that’s something entirely different. Always ask for referrals! Asking
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LTL 101:PODs and Additional Services Charges
LTL 101: PODs and Additional Services Charges The last blog discussed educating shippers to ensure the BOL is set up correctly and to avoid a possible dispute with the carrier regarding the invoice. This week is discussing educating consignees so they know what to expect at the time of delivery. It is very important to
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Training Tuesday:Handling Rejection
Training Tuesday: Handling Rejection Rejection is a daily occurrence in the sales profession. You’re going to be rejected. How quickly and how well you recover will determine how successful your next sales call will be. If you are not careful, a rejection mishandled can lead to several more rejections. The best SunteckTTS sales reps get
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Intermodal 101:Door to Door Rail
Intermodal 101: Door to Door Rail For people who have not shipped via Intermodal in the past, utilizing rail controlled, door to door offerings can be an effective way to familiarize yourself with it. Typically, an Intermodal shipment requires coordination of a drayman to handle the pickup, a railroad to move the shipment from origin
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