Pick-Ups: Any pick-up (P/U) entered after 2:30 PM local time should be called into the carrier to insure availability, otherwise the request will roll over to the next day Lift Gate P/Us must be called into the carriers because Lift Gates are not readily available at every terminal All Container Freight Stations and Airline P/Us require
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Training Tuesday:Problem Solving
Being able to solve problems for your customers is one of the most important skills you can have as a sales person. Solving problems will require time, thought, and individual attention, but once you have a set of skills in place, you can begin to handle problems quickly, easily, and consistently. The first step should
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LTL 101:Educating Consignees
It is very important to educate your consignee BEFORE the freight is delivered about what the process will be like. Will they need a liftgate? Will the driver be helping unload the freight in any form or manner? By asking these questions in advance, and by making sure that the consignee and you are on
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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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