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Training Tuesday:Countering Objections

If it weren’t for objections, everyone would be in sales. While none of us like objections, we must accept them as part of the business and learn how to overcome them. Your main goal when faced with an objection is to turn the objection around into a reason to purchase our service. If a prospect

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Training Tuesday:Increasing Sales Achievements

High achievers embrace new experiences more eagerly than average achievers, they leave their comfort zones more willingly, and as a result, become more familiar with the process of growing than others do. They also view the anxiety or pain involved in new challenges as a small price to pay compared to the new levels of

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LTL 101:Pick-Ups and Deliveries

Last week covered limited access charges and how they can affect your price. This week highlights some Pick-Up and Delivery Tips. 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

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Training Tuesday:Service Calls, part 2

Last week, we addressed eight ways to say thanks and offer service to customers. This week we’re covering more ways to say thanks as well as some tips to increase your sales, gain market share, and ensure your customers get exactly what they deserve – the best service. 1.Surprise a customer with a small gift

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Intermodal 101:Freight Options

So, what makes good products to ship via intermodal?  The simple answer is that almost anything that can be shipped, can be shipped via intermodal.  Please note we said almost anything. If you have heavy product, such as beverages, canned goods, paper products or lumber, you can ship those in intermodal service.  But if you

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Training Tuesday:Service Calls

To some sales agents, service is what they do when they don’t feel like selling. Service can be a way to putt off more important activities. Don’t use service calls as a way to pad your call report. Making service calls to your customers is very important, but remember that a service call should have

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LTL 101:Limited Access Charges

Limited access charges were created to compensate LTL carriers for additional time spent at a 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:Accelerating Sales – Part 2

Last week we addressed 5 of our top tips on improving sales success. This week we have 5 more suggestions for improving your success on sales calls. 1.Listen carefully. Here’s a basic rule for a successful sales presentation: Talking 50 percent of the time is too much. Instead, ask questions to direct the conversation 10

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Intermodal 101:Relationship with 3PL

In general, the relationship between a shipper and the 3PL should be based on a “Win/Win” setup.  Achieving this setup will enable each party to capitalize on the offering of the other party. The 3PL will work with capacity providers to establish consistent equipment availability when and where needed.  They will negotiate the optimum rate

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Training Tuesday:Accelerating Sales – Part 1

Almost all companies, from the smallest to those in the Fortune 100, frequently – if not continually – face the challenge of getting sales fast: next month, next week, even “tomorrow.” Sometimes you should rely on the tried and true methods, but sometimes you should shake things up. Often the well-established selling principles may need

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