Welcome to Essential Sales and Business Development Skills in Trucking

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!