With both ramp to ramp and door to door options available, there are many approaches that a shipper should take to maximize his freight spend whilst still meeting his customer needs. But understanding that there are multiple approaches to employ is not the same as executing against that plan. Shippers work hard to master their
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Training Tuesday:Sales Listening
Sales listening is patient listening. Don’t anxiously wait for an opportunity to jump in and solve all the customer’s problems right away. After I ask a question I shut up and allow my prospect to speak. Sometimes I wait for several minutes. Most salespeople can’t stand a pause in the conversation. Take a deep breath,
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LTL 101:Delivery Appointments versus Notifications
LTL 101: Delivery Appointments versus Notify Before Delivery Last post continued discussion on the importance of freight classifications when shipping LTL. This week we want to switch gears and discuss the difference between an appointment and a notify before delivery. Delivery Appointments: Appointments cannot be set until the freight arrives at the destination terminal. Contact
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Training Tuesday:Mastering the Sales Presentation
Increase your odds of closing more sales by practicing your presentations. After you’ve made sales presentations, they become practice sessions for presentations you’ll give in the future. Collect the ideas you’d like to suggest or selling points you want to make; then organize them according to your purpose and the needs of your prospect. Give
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Intermodal 101:Commitment Pricing
Intermodal 101: Advantages of Commitment Pricing Use of the Door to Door, transactional programs from the railroads might seem like the best way to take advantage of pricing that may go down at any given time. Locking in at a rate for a year’s commitment might not seem like a promising idea when the rates
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Training Tuesday:Managing Stress, Part 2
Training Tuesday: More Stress Management Tips Last week we addressed ten of our top tips for reducing stress and the negative effects that long lasting stress can have on success. Reducing stress is an important life skill involving techniques that take only minutes to learn, but a lifetime to master. Below are ten more tips
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LTL 101:Freight Classification Details
LTL 101: Freight Classification Details Remember 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,
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Training Tuesday:Managing Stress
Training Tuesday: Stress Management to Improve Success Selling offers more highs and lows than most other professions. Most salespeople suffer through periods of stress that are direct results of their sales jobs, but salespeople who succeed in the long run never let disappointments get the best of them. They know rejection goes with the territory
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Intermodal 101:Mutual Commitment Pricing Programs
Intermodal 101: Mutual Commitment Pricing Programs Rail controlled door to door shipping does have several advantages, as discussed in previous weeks, but it also has its drawbacks. Many shippers have a transportation budget that gets created once per year. This budget relies on some level of consistency when estimating pricing. Utilizing the door to door
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Training Tuesday:Balancing the Sales Pitch
Training Tuesday: Balancing the Sales Pitch and Silence Often the most important part of your sales pitch is when you are completely silent. We often rush through all the great benefits of why a customer would buy, without really listening to them tell us what they need and why they might buy from us. Most
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