Are you in a rut coaching your sales team and need a quick refresher course on the 3PL sales process to jump-start your coaching efforts? Do you work for a 3PL firm that brought you on during COVID and you never got a firm grasp of the fundamentals of selling to shippers? It doesn’t matter if you are a sales coach or a rookie this Virtual Instructor Lead Training (VILT) program is designed for you.

• Review the steps of the sales process and how to effectively perform each step.
• Learn which steps of the sales process are most critical to success.
• Learn the best and worst ways to open a sales call.
• Learn the different categories of sales call questions and how they impact sales success.
• Learn that objection prevention is a far more critical skill than objection handling.
• Learn the sales behaviors that sales representatives engage in that make selling harder.
• Learn why closing is the most over-rated aspect of the sales process and how to do it correctly.
• Learn the best way to develop your professional selling skills.
• Learn how to immediately evaluate your sales call after you hang up the phone.

Dates:12/6, 12/8, 12/13, 12/15

Start Time:2:00 pm ET

End Time:3:30 pm ET

Instructor:Jim Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University

VILTs are engaging and interactive training sessions where questions, comments, and attendee participation are highly encouraged. Each VILT is a four-part series, taking place during consecutive Tuesday and Thursday afternoons at 2:00 PM ET, and presented by an industry expert or panel of experts. Each live event will be recorded and available for review.

The registration fee for TIA Members is $575 and the Non-Member fee is $700.

Facilitator:Jonathan Baker, Director of Education – Transportation Intermediaries Association & Anthony Mascarenhas, Education Manager

Expectations (to also be covered on Day 1):Each student is expected to attend each day’s instruction and to actively participate in the discussion – this will ensure that you maximize your time in the course and with the instructor. To do so, you will need the following:

·Operational Web Camera

·Operational Microphone

·Updated Zoom (not sure if you have the most up-to-date zoom? Go here to find out:https://zoom.us/download)

We will be using multiple tools to help keep engagement high during this course, including: polling via the chat, zoom breakout rooms for small group discussion, and the zoom whiteboard. To fully participate in discussions you will need to review all materials prior to class each day over the next two weeks.

If you have to miss a session you will be able to review the recording of that day’s session within 24 hours – TIA staff will send along instructions on how best to access these recordings after the completion of each day’s virtual instruction. Please do not share this link with others – this link is unique to you. TIA policy states that if a company is found to have shared unique links with others who have not registered and paid for the course, invoices will be sent to cover the instructor costs for those additional students.

Please note that when you sign up for this event, you will receive and order confirmation email. We will send the Zoom links to access the live trainings prior to the training.