If you can’t “close the deal” then you aren’t really succeeding as a salesperson. The main goal of a sales presentation or meeting is to make a sale, and if you aren’t willing to ask for their business then you won’t get it. While closing can seem challenging, and does present unique difficulties, it can
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LTL 101:NMFC Transportability
Remember the National Motor Freight Classification® (NMFC®) is a standard that provides a comparison of commodities moving in interstate, intrastate and foreign commerce. Commodities are grouped into one of 18 classes—from a low of class 50 to a high of class 500—based on an evaluation of four transportation characteristics: density, stow-ability, handling, and liability. Together, these
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Training Tuesday:Improving Your Sales Presentation
Some salespeople will tell you that they don’t have a set presentation, that they don’t like presentations, or even that they choose not to have a presentation because “just talking” to the prospect is better. While these things may suit some salespeople and clients, for the majority, it is important to have an excellent sales
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Training Tuesday:Escaping a Sales Rut
Do you feel trapped in a “rut” and unable to make any real progress towards your sales milestones? Unsure how to break free from that trapped feeling? There are a million techniques for improving your success in sales, but sometimes the simplest ideas can be the most helpful. Of course, it is important to remain
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LTL 101:Freight Classifications
It is VERY important you understand freight class. If you incorrectly classify your item to be shipped it can be reclassified by the freight carrier. Disputing this is difficult, time consuming and you will be charged the difference (usually without a discount). The National Motor Freight Classification® (NMFC®) is a standard that provides a comparison of
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Training Tuesday:Customer Service Tips
Customer service is an essential part of the sales process, even though it may not seem that way at first. Offering your clients and prospective clients excellent customer service is a great way to distinguish yourself from the competition – and it can help you win customers and keep the ones you already have. Below
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Training Tuesday:Improving Your Sales Pitch
If you’ve done proper prospecting and initial calls, then you’ve finally reached the part of the selling process that means you get to really start selling. It can be exciting, but in addition to being your biggest opportunity for success, it can be your biggest opening for failure as well. If you don’t approach the
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LTL 101: Restricted Commodities
Did you know that certain types of commodities cannot be shipped via LTL carriers due to governmental regulations and that LTL carriers can refuse to accept certain items as a matter of company policy? In many cases, the root issue is liability — certain items are too valuable and/or high target items for theft to
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Training Tuesday:Tips for Better Sales Calling
Cold calling is a key part of the prospecting process for many salespeople, and it is also one of the most dreaded parts. Calling someone who has never heard of your company or thought about why they might need what you can offer will always be tricky. Below are some of our best tips to
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Training Tuesday:Controlling the Sales Call
Take control of the sales call, especially on the subject of price. If you can change the customer’s preconceived notions in the first five or ten minutes, then you’ve won the biggest sales battle of all. Right up front, make it clear to the prospect that the sale won’t come down to a wrestling match
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