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Training Tuesday – Sales Questions

2 months ago 0

Asking questions that turn into sales is an extremely important part of the sales business. You must pay attention to the needs of your client, spot subtle buying signals, know when to foster an open dialogue, and know what questions to ask. One of the most critical elements to a successful sales call is asking good sales questions. Prior to every sales call or customer meeting, it’s a good idea to think through and write down a list of twelve to fifteen sales questions you want to ask a potential customer during the meeting. You may not get the opportunity to ask all of them, but you must be prepared to get as much information as possible. Below is a list of generic, consultative sales questions to get you started. Building greater levels of prospect trust, more quickly, is the best way to increase your selling success. Asking your prospects

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Training Tuesday: Initial Approach

2 months ago 0

A good initial approach to a prospective customer is a crucial part of the sales presentation. All the selling skills in the world won’t matter if you don’t get your foot in the door. Up front you should state your name, the company you represent, and the particular transportation services you’re there to sell. Unlike a lot of salesmen and saleswomen, you shouldn’t beat around the bush. You should work on concept selling, tell the prospect, “I’d like to share an idea with you. I’m in the transportation business. I’m assuming that you’re always looking for ideas that will help your company ship or receive goods in a way that will make your company more efficient, improve customer service, and increase profitability. I’d like to run some ideas by you.” This statement opens the door and informs the customer that you’re there to add value. It’s intended to create interest,

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LTL 101: National Motor Freight Classification

3 months ago 0

It is VERY important you understand freight class. If you incorrectly classify your item to be shipped it can be reclassified by the freight carrier. Disputing this is difficult, time consuming and you will be charged the difference (usually without a discount). The National Motor Freight Classification® (NMFC®) is a standard that provides a comparison of commodities moving in interstate, intrastate and foreign commerce. Commodities are grouped into one of 18 classes—from a low of class 50 to a high of class 500—based on an evaluation of four transportation characteristics: density, stow-ability, handling, and liability. Together, these characteristics establish a commodity’s “transportability.” By analyzing commodities on the basis of the four transportation characteristics and ONLY on the basis of those characteristics, the NMFC provides both carriers and shippers with a standard NMFC number or code by which to begin negotiations and greatly simplifies the comparative evaluation of the many thousands of

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Training Tuesday: Time Management Tips

3 months ago 0

Salespeople who don’t value their own time will end up wasting valuable selling minutes that can stretch into days or even weeks. Before they know it, they’re down on quota and up on stress. The time management tips below can help you make the most out of every selling minute. Tend to Business, not busyness. Don’t waste working time with office gossip, reading newspapers unrelated to work, or daydreaming. When you’re at work or on the road, spend your time wisely engaged in sales and selling-related tasks only. Accept responsibility for the use of your time. Don’t blame others for your pressure or your slacking off. Be in control of your schedule. Don’t let the needs of other cause you to stray from your course – stay focused on your goals and plans. Delegate. Don’t let others dump their work on you. Give away work that someone else can do

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Training Tuesday – Prospecting

3 months ago 0

No matter what you have scheduled for any particular day there is one part of your job you should do every day – prospecting. There are no sales without customers and there are no customers without frequent prospecting. To keep your trucks full of freight, you have to keep prospects in your pipeline. Set a daily or weekly minimum number of cold calls or prospecting contacts for yourself – your success depends on it. There are many resources that cover the best ways to be successful in prospecting, and some of our top tips are below: 1. Talk to and develop relationships with everyone you meet in your industry. Make sure your competitors know you and what you do. Share information. Never give away company secrets, but sometimes you can help each other achieve goals and gain new business you might not have uncovered without the others help. 2. Join

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LTL 101: Restricted Commodities

3 months ago 0

Did you know that certain types of commodities cannot be shipped via LTL carriers due to governmental regulations and that LTL carriers can refuse to accept certain items as a matter of company policy? In many cases, the root issue is liability — certain items are too valuable and/or high target items for theft to make them worth the risk to handle and transport. Items of Extraordinary Value: Carriers have different policies regarding these items and they may be willing to accept certain items if they have the appropriate insurance coverage and specialize in the transport of valuable merchandise. Restricted or Prohibited Items: Another group of items that LTL carriers may refuse to transport are those excluded by government regulations or due to being extremely hazardous in nature. In addition, carriers that lack the proper storage and stowage equipment to maintain the proper temperature will refuse certain items, such as

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Training Tuesday – Tips for a Great End of the Year

3 months ago 0

As we move steadily towards the end of the year, it is important to continue to work hard to gain new customers and keep existing customers satisfied. Below are some of our top tips to make the end of the year just as strong and successful as the beginning. 1.Call every existing customer you have. Remind them why they already rely on you. Let them know that you and your staff will continue to provide excellent service through the remainder of the year, and beyond. Also ask them if there are any new projects or additional shipments coming in the next few months that you should prepare your staff for. 2.Call every “hot prospect” you have. You never know when a prospective shipper may have encountered a problem with their current 3PL or carrier. You may luck into calling them on a day when they are receptive to hearing how

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Training Tuesday: Maximize Joint Sales Calls

4 months ago 0

If you have sales people in your organization, and you’re not making joint sales calls with them, you’re missing out on one of the best tools to grow your business. Joint sales calls are beneficial in many ways, primarily for the less-experienced salesperson on the call, but they also provide an opportunity for the experienced salesperson to build greater relationships with their team members and customers. If you’re going to take the time to go on a joint sales call, there are a few things to keep in mind to ensure that your joint sales calls are most successful. Ask yourself the questions below before planning a joint sales call to maximize the benefits of the call for yourself, your team, and your customers. 1.What do you want to accomplish on this call? Determine what you’d like to gain from conducting a joint sales call. Are you trying to improve

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LTL 101: Billing Accuracy

4 months ago 0

Many shippers have expressed concern about accuracy of billing by LTL carriers. 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 LTL shippers, 3PLs, and freight audit and pay firms, with particular thanks to Williams & Associates. The freight charges on LTL shipments by these companies exceed $8 billion over a 12­ month period, representing 22 percent of the total industry revenue. For decades, the LTL industry has relied on an honor system for shippers to provide true characteristics of their shipments, required to accurately bill the customers for their shipments. The survey found range of billing accuracy was 94 to 99 percent depending on the carrier, with the average being 97 percent. The most interesting revelation of the survey

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SunteckTTS and MillerCoors Team Up for California Wildfire Relief Efforts

4 months ago 0

August 6 – Frisco, TX – SunteckTTS, a leading provider of agent‐based, multi‐modal transportation solutions, and MillerCoors, a leading brewing company, have partnered to donate and deliver 20 pallets of canned water to Northern California as part of the Red Cross relief efforts for the recent wildfires in the state. The Carr Fire, which has been ravaging Shasta County, California since July 23, has destroyed more than 1,000 homes and damaged hundreds of additional homes, businesses, and other buildings. Many thousands of residents remain evacuated even as others have been allowed to return to the wreckage, and resources for disaster relief are desperately needed. There are more than a dozen other fires raging throughout the state of California. MillerCoors is donating around 50,000 cans of water in connection with the American Red Cross Disaster Relief program for the California wildfires. SunteckTTS is proud to be partnering with MillerCoors to donate

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