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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 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: 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: 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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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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Training Tuesday: Making the Sales Presentation Give your customer a dynamic sales presentation. Tailor your presentation to suit each individual company and focus your presentation on the benefits—not features, that SunteckTTS has to offer.  Before making the presentation ask yourself: what kind of presentation will convince the prospect to buy (analytical?  logical?  emotional?), then model

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Intermodal 101: Benefits Adding intermodal shipping into your arsenal will allow you a much greater level of flexibility in meeting your customer commitments. Right now, as fall is fast approaching, over the road (OTR) equipment is becoming tighter. When that happens, the shipper will often face not meeting scheduled delivery date/time for their customer, or

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Consultative Selling Treat all your sales work as a consulting assignment.  Consultative selling turns salespeople into experts and clients into partners.  When you first meet the prospect take your “sell” sign down for the majority, if not all, of your first call. Some sales reps visit a customer two or three times, ask them every

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LTL: Unexpected Charges While LTL shipping has its advantages, there are also some things to watch out for that are unique to LTL. Often there can be unexpected charges due to certain factors of a shipment, and these will not be included in an initial rate estimate. Today we are covering a few of these

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