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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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Training Tuesday:Confirming the Sale

Training Tuesday: How to Confirm the Sale There’s no magic to confirming the sale.  Right from the initial approach to the very end of your presentation, bit by bit, you should be confirming the sale. Relatively early in the presentation I let the prospect know that I expect him or her to make a decision

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LTL 101:Weight, Size, and Freight Classification

LTL 101: Weight, Size, and Freight Classification The last installment discussed the importance of keeping BOLs clean and precise so that there are no issues with shipments while in transit or with billing. This week will discuss educating shippers in order to ensure the BOL is set up correctly and to avoid a possible dispute

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Training Tuesday:How to Take Control of the Sale

Training Tuesday: How to Take Control Take control of the sales call, especially on the subject of price. If you can change the customers pre-conceived notions in the first five or ten minutes, then you’ve won the biggest sales battle of all.  I quickly and firmly set up an alternative framework for making a deal. 

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Intermodal 101:Load Securement

Intermodal 101: The Importance of Load Securement We have discussed several main reasons for shipping via intermodal previously, but there are also a few areas of concern that you should be aware of before shipping with intermodal. As you know, intermodal involves loading a trailer or container at a shipping point, and unloading that trailer

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Training Tuesday:Overcoming Objections

Training Tuesday: How to Overcome Objections If it weren’t for objections everybody would be in sales. So, while none of us likes objections, we must accept them as part of the business and make sure we know how to overcome them. Your main goal when faced with an objection is to turn the objection around

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Multimodal Wednesday:LTL BOLs Part 2

LTL 101: BOLs Part 2   This week is about keeping your Bill-of-Lading (BOLs) clean and precise to avoid confusing carriers or being charged incorrectly. When shipping LTL freight please make sure your BOLs are clean and precise prior to sending them to your shippers. Extra language in the special instructions section of BOLs only

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