Welcome to Sales and Business Development in Trucking

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Introduction

Introduction 

MTA Selling Essentials Homework MASTER Checklist

Prospecting

• Create for the first time OR revise your Ideal Customer Profile (ICP) using the ICP
  worksheet.
• Create Buyer Personas (BP) using the BP Cheat Sheet and Worksheet.

Getting Appointments

• Develop your Receptionist Script
• Role play common Receptionist Responses
• Use the Receptionist Script in a real sale call
• Develop your Voicemail Script
• Practice the Voicemail Script
• Use the Voicemail Script
• Develop your Email Introduction
• Send you Script to a real lead
• Develop your Live Conversation Script:
• Role play your live conversation
• Use the Live Conversation Script

Establishing Rapport

• Practice the strategies provided for each area using the role play scenarios.
• Implement these strategies into your sales interactions

Uncovering Problems

• Make the SAFT framework relevant for your services and marketplace.
• Use this framework during your next 5 prospect sales conversations.
• Reflect after each meeting
• Practice using new open-ended questions during your next 5 prospect meetings and
  reflect on the effectiveness of using these questions.

Delivering Effective Sales Presentations

• Customize your sales presentation using the Effective Sales Presentation Framework and
• Effective Sales Presentation PowerPoint Template.
• Implement your presentation and learned skills into your next sales presentation with a
  prospect.
• Reflect on your performance after, revise your approach and framework.

Getting the Sale

• List each common objection you experience. Write your response.
• Explain why your response is effective.
• Facilitate an overcoming objections presentation at a sales meeting.
• Examine the 3 scenarios to observe how missing a closing principle impacts the sale.

Tips to Navigate This Course

This course proceeds in a linear fashion (Lesson 1, then Lesson 2, and so on).  You will see that some lessons have quizzes.  You must complete the quiz in order to move on in the course.  Once you complete a question, click either the “Next Question” or “Finish Quiz” button, depending on the number of questions.  Once your results are calculated, click the “Click Here to Continue” button (NOT “Next Lesson”) to ensure your quiz results are recorded.

All quizzes must be completed before the final quiz is attempted.  To confirm you have completed all of the lessons, check the menu on the right hand side of the page (if on a desktop).  If the circles on each lesson are red, you have completed the lessons and are ready for the final test!

Getting Started

Click on Sales Course 1_Overview in the right sidebar to get started!​