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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SunteckTTS AnnouncesKey Employee Promotions
September 16, 2019 – Jacksonville, Fla. – SunteckTTS, a leading provider of agent‐based, multi‐modal transportation solutions, recently promoted two key employees. Justin Israelite has been promoted to Vice President of Corporate Operations, and Robert Jernigan has been promoted to Vice President of Agent Operations. “Justin has played a key role in helping drive SunteckTTS’ record
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LTL 101:Volume vs Standard Loads
We have great rate engines in place to obtain quotes on standard LTL moves, but do you know when not to use a rate engine? LTL carriers will impose limits within their tariffs (that vary with every carrier) to limit moving shipments that are too large for their network. Some carriers structure their operations to carry
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Training Tuesday:Improving First Impressions
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. If you don’t handle the situation correctly, the first impression can be the only impression! Up front, state your name, the company
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LTL 101:Limited Access and Price
Limited access charges were created to compensate LTL carriers for additional time spent at your shipment’s pick up or delivery locations and constraints that can result from these specific locations. Limited access is defined as meeting any of the following conditions: Not open to the walk-in public during normal business hours Not having personnel readily
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Training Tuesday:Consultative Selling & Fact Finding
Consultative selling has many advantages and can be a very effective sales technique. But this type of selling can have a negative impact on some salespeople. Some sales reps visit a customer two or three times, ask them every question they can think of except the most important question of all – asking the customer
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Training Tuesday:Prospecting Tips
No matter what you have scheduled for any particular 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. To keep your trucks full of freight, you have to keep prospects in your pipeline. Set a
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