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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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Value AddedSales

There are more and more salespeople who have adopted a value-added approach to sales as a means to differentiate themselves from competitors, but few of them put a real dollar value on the value-added benefits and services they provide. Don’t forget, all benefits are claims, which means they are largely intangible and often difficult for

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The SuperBowl of Success

This week there will be a lot of talk about winners and losers.  There’s not always a tremendous amount of difference between the two, especially in a game like the Super Bowl.  Both teams have a string of victories, the Broncos and Panthers have made many right decisions, they’ve taken chances that other teams haven’t,

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An unhappycustomer may sink your success

One unhappy customer may not seem like much, but when one customer shares a complaint, it represents the tip of an iceberg.  According to a Washington, D.C. consulting group that conducts  customer satisfaction surveys, every customer who complains is speaking for many others who feel the same way but they don’t make the time to

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