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Training Tuesday:Referrals

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

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Training Tuesday:Confirming the Sale

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

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Training Tuesday:Taking Control of Price

  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

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Training Tuesday:Overcoming Objections

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

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Training Tuesday:Sales Presentation

  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

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Training Tuesday:Fact Finding

I’m a big advocate of consultative selling. But before I tell you how great I think the consultative sales approach is, I want to warn you of the negative impact this type of selling has had on some salespeople. Some sales reps visit a customer two or three times, ask them every question they can

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Training Tuesday:Meet & Greet

The initial approach to a prospect is the most crucial part of the sales presentation. All the selling skills in the world won’t matter if you don’t get your foot in the door. Up front I state my name, the company I represent — Sunteck, and the particular transportation services I’m there to sell. Unlike

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Training Tuesday:Sales Prospecting

No matter what you have scheduled for your day there is one part of your job you should do every day – Prospecting. There are no sales without customers and there are no customers without frequent prospecting. You must keep prospects in your pipeline. Set a daily or weekly minimum number of cold calls or

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Training Tuesday:Sales Planning

  Your job is to help your customer become more profitable by delivering their products to their customers on time, undamaged and for a price that is compatible with the level of service provided. You’re not selling space on a truck. You’re moving America and the world. You’re helping Sunteck’s customers by increasing their ability

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