Often the most important part of your sales pitch is when you are completely silent. We often rush through all the great benefits of why a customer would buy, without really listening to them tell us what they need and why they might buy from us. Most people hate mimes. Why do they exist? Are
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Training Tuesday:Dress Rehearsals
Practice is essential to increasing success on sales calls, and one excellent way to practice is to have a “dress rehearsal” with a coworker or trusted peer. There are certain things you can do to make the role-playing situation the most helpful preparation for the sales call. Set a clear objective. Setting a defined objective
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LTL 101:DOT Hazmat Rules
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:More Tips for Managing Stress
Last week we addressed ten of our top tips for reducing stress and the negative effects that long lasting stress can have on success. Reducing stress is an important life skill involving techniques that take only minutes to learn, but a lifetime to master. This year, make it a point to work on managing your
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Training Tuesday:Managing Stress
Training Tuesday: Stress Management to Improve Success 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
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LTL 101: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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LTL 101:Volume vs Standard LTL Moves
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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LTL 101:Limited Access Charges
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:Being a Confirmer
Being a successful salesperson requires a lot of practice, being able to envision making a sales call that results in sales success. Confirming the sale requires a lot of confidence and belief that you can make the sale and help the customer. The confidence you demonstrate when talking with a customer about our ability to
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LTL 101:Density Based Rules and Price
Density is very important in selecting freight class. One carrier that rates solely on density of an item is Central Transport. Some carriers will rate based on density if the commodities’ National Motor Freight Classification (NMFC) is a density based item. Three carriers that do this are Midwest Motor Express, UPS, and Saia. With these
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