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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LTL 101:Density Based Rules & 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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Training Tuesday:Confirming More Sales
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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Training Tuesday:Tips for Getting More Referrals
Asking for referrals is the difference between the average salesperson and the superstar. It can be intimidating to ask a customer or prospect for a referral, but it is key to keeping your sales pipeline full. Below are some of our top tips on getting more referrals. Ask for simple introductions but know your ideal
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LTL 101:Dealing with Damaged Freight
Damaged freight is an unavoidable part of transporting freight, and while frustrating and challenging, there are things you can do to help mitigate the loss. Check out our tips on dealing with damaged freight below. 1: What do I do when I receive damaged freight? Sign the delivery receipt as damaged… I repeat, SIGN THE
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Training Tuesday:The 3 P’s of Value
Value-added selling is one of the best techniques to accurately represent and sell your product but also provide a reason for a prospect as to why they should buy from you and pay your prices. Understanding exactly what adds that kind of value can be tricky. Below are the top 3 things that we believe
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