Time is running out to register for the 2016 Success Summit, October 14th-16th, at the Sawgrass Marriott in Ponte Vedra, Florida. Be sure to watch the attached video for a short preview of this year’s event. Visit www.suntecksummit.com to reserve your room and RSVP by 9/9/16.
It doesn’t take long for anyone in the transportation business to realize that occasionally bad things happen to good people. • Pick-up or delivery times are missed • Freight gets damaged • A shipment is delayed • A billing problem becomes frequent You name it, it can and occasionally will happen. Football coaches have
Clients expect service, but agents, salespeople, and clients often have trouble defining “service”. Driving across town to deliver donuts often gets listed as a service call. Dropping in to see how things are going often appears on weekly call reports as service. To some sales agents, service is what they do when they don’t
Rejection is a daily occurrence in the sales profession. How you handle rejection can be compared to long distance running. In running, you’re going to become tired. The proof to how fit you are is determined by how quickly your body is able to rebound. The same applies to sales rejection. You’re going to be
Businesses often overlook the importance of good communication, both within the organization and externally. Dave Dallas, Chief Marketing Officer and President, Brokerage Division, explains why executives need to pay attention to the discipline.
Referrals are the easiest sales you’ll make. It’s your job to tell a purchasing manager that Sunteck 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 for referrals is the difference between
In the trucking industry, a lot of credit is given to a salesperson who is a proven closer. That has always been my reputation – a guy who always asks for the sale and expects the customer to say “YES”. Being known as a “Closer” is a big compliment. The only downside, as far as
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. Right up front, I make it clear to the prospect that the sale won’t come down to a
If it weren’t for objections everybody would be in sales. Without objections there’d be no need for companies to pay big, fat commission checks. 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
Be sure to focus your presentation. Only after I spend considerable time conducting a consultative/fact-finding session do I present Sunteck’s services. Thorough research and questioning should give you an idea of your prospect’s logistic problems and the solutions you can provide. Tailor your presentation to suit each individual company and focus your presentation on