home / news

News

News

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,

Keep Reading

0 comments

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

Keep Reading

0 comments

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

Keep Reading

0 comments

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

Keep Reading

0 comments

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

Keep Reading

0 comments

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,

Keep Reading

0 comments

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

Keep Reading

0 comments

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

Keep Reading

0 comments

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

Keep Reading

0 comments

Training Tuesday:Asking Questions

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

Keep Reading

0 comments