A good initial approach to a prospective customer is a 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. Up front you should state your name, the company you represent, and the particular transportation services you’re there to sell. Unlike
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
Salespeople who don’t value their own time will end up wasting valuable selling minutes that can stretch into days or even weeks. Before they know it, they’re down on quota and up on stress. The time management tips below can help you make the most out of every selling minute. Tend to Business, not busyness.
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
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
As we move steadily towards the end of the year, it is important to continue to work hard to gain new customers and keep existing customers satisfied. Below are some of our top tips to make the end of the year just as strong and successful as the beginning. 1.Call every existing customer you have.
If you have sales people in your organization, and you’re not making joint sales calls with them, you’re missing out on one of the best tools to grow your business. Joint sales calls are beneficial in many ways, primarily for the less-experienced salesperson on the call, but they also provide an opportunity for the experienced
Many shippers have expressed concern about accuracy of billing by LTL carriers. Having pushed the LTL carriers to be more vigilant with making corrections for weight and other aspects of shipments for proper revenue capture, SJ Consulting researched the validity of such perception by conducting an extensive survey with several large LTL shippers, 3PLs, and
August 6 – Frisco, TX – SunteckTTS, a leading provider of agent‐based, multi‐modal transportation solutions, and MillerCoors, a leading brewing company, have partnered to donate and deliver 20 pallets of canned water to Northern California as part of the Red Cross relief efforts for the recent wildfires in the state. The Carr Fire, which has
When shipping LTL freight, you must make sure your BOLs are clean and precise prior to sending them to your shippers. Extra language in the special instructions section of BOLs only causes billing issues. Take a look at the below examples where the BOLs are very busy and not easily readable: Let’s stop putting so