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Training Tuesday:Mentors and Joint Sales

Mentors are an important part of becoming a successful salesperson. A mentor or helper could be a co-worker, manager, or someone in a similar field. Find a mentor who can offer advice, tips, experience and suggestions for improving your sales skills. Here’s a short list of our tips for getting the most from a relationship

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LTL 101:Reconsignment

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. The charges associated with this can vary based on how far apart the delivery locations

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LTL 101:Drop Trailers

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– Silence and Sales Listening

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…why they might buy from us. Silence is often uncomfortable and we feel the need to fill

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LTL 101:Shipping Hazardous Materials

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:Questions for the Sales Call

Knowing the questions you’re going to ask before you arrive at the customer’s desk or get them on the phone is essential to a productive sales call. The information you can collect from the customer through asking targeted questions with increase your chances of putting together a winning proposal after you’ve made your consultative sales

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Training Tuesday– Tips for Phone Calls & Voicemail

You can use the same tools when leaving a message as you do when speaking with a live gatekeeper: be aggressive, assume control, sound important, and be confident. Here are some tips that will help you be an effective communicator on the phone or through voicemail: Be clear and clever. Make sure you sound enthusiastic

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Training Tuesday:Closing Techniques – Part 2

Last week we mentioned 5 of our top 9 closing techniques you should try on your next sales calls. This week we’re addressing 4 more methods for confirming sales. 6.The “Testimonial” Close To build credibility and reassure the prospect that they’re making a wise decision, tell them about success others have had in working with

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LTL 101:Cubic Capacity

Do you know how cubic capacity can affect your shipments? Almost every LTL carrier has a cubic capacity rule in their rules tariff that may affect any of your shipments. LTL carriers impose minimum cubic capacity rules to effectively counter very light, fluffy shipments that take up more than their fair share of a trailer.

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Training Tuesday:Closing Techniques – Part 1

There are as many different closes as there are sales people, but there are some recurring techniques that may come in handy. While you may find that certain closes work better than others, that shouldn’t deter you from using a variety of closes or confirming techniques, depending on different situations. We’ve outlined the first 5

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