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 and learn not to take it personally
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Training Tuesday:Handling Unhappy Customers
Even the best company, with the best service, will occasionally make mistakes. What matters most is how you handle the situation when issues arise. Your response to a crisis or to your customer’s unhappiness can make or break your relationship with that customer. Below are some of our top tips to best help a dissatisfied
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LTL 101:Drop Trailers
From time to time you may run into a drop trailer with one of your LTL shipments. A drop trailer is a trailer that is left at a location for an indeterminate amount of time. It’s “dropped,” and picked up later. Most of the time, a drop trailer is used at locations that ship
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Training Tuesday:Tips for Cold Calling
Cold calling can be intimidating, frustrating, and uncomfortable. It is important to remember that you aren’t trying to make a sale via this first cold call – your only objective on a cold call is to schedule an appointment. Never attempt to sell at this stage. The purpose of the initial call is to set
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Training Tuesday:Defining and Providing Great Customer Service
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 feel
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LTL 101:Hazards and DOT Guidelines
The U. S. Department of Transportation (DOT) has specific rules for shipping hazardous materials. SunteckTTS can help you determine the DOT hazardous class for your shipment and find contract freight carriers that meet DOT safety and transportation requirements. Hazardous materials are defined by the U. S. Department of Transportation in accordance with the Federal Hazardous Material Law
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Training Tuesday:Managing Objections
If it weren’t for objections everybody would be in sales. 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 into a reason to purchase our service.
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Training Tuesday:Value Added Selling
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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LTL 101:Impact of Cubic Capacity
Do you know how Cubic Capacity can affect your shipments? Almost every carrier we utilize through our LTL platforms has a cubic capacity rule in their rules tariff that may affect any of your shipments. LTL carriers impose minimum cubic capacity rules to effectively counter very light, fluffy shipments that take up more than their
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Training Tuesday:Tailoring Your Sales Presentation
Be sure to focus your presentation – but only after you spend a considerable amount of time on the fact-finding and consultative selling components of the sales process. 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
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