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Training Tuesday:Motivational Questions

It can be challenging to maintain momentum in sales without being thoughtful about maintaining your motivation. There are some questions that can make you (and your team) more successful salespeople. These questions can help you create more productive thoughts, habits, and attitudes. If I try, can I be successful? If I am successful, will there

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LTL 101:Confirming BOLs and Avoiding Disputes

Please remember LTL carriers employ “weight & inspection coordinators” whose sole responsibility is to catch the “bad guys” who list an inaccurate weight or class on their BOL? They keep an eye out for any shipments whose description on the BOL doesn’t seem to match up with its appearance. They will physically examine your freight,

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Training Tuesday:Setting SMART Goals

Setting goals for each sales call is a crucial part of the sales process. A goal helps you prepare for the sales visit and gives structure to your entire presentation, but it is important to set “S.M.A.R.T.” goals. In order for a goal to be a useful tool in preparing for a sales call, it

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LTL 101:Reconsignment and Fees

Reconsignment – Here’s a shipping term that you might be familiar with if you’ve ever had a change of plans with your freight. A reconsignment happens when freight that is already in transit is re-directed from one delivery location to another. This charge can vary based on how far apart the delivery locations are. For instance,

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Training Tuesday:Structuring the Sales Call

Without structure to the sales call, a salesperson is just a tourist. In order to have a successful sales call, you must stay organized and on-track. That means planning and structuring your visit to a prospect so that you can get the most out of each call. Below are our top things to keep in

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LTL 101:Drop Trailers Overview

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 or

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Training Tuesday:Sales Pitching and Silence

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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