Big Dave
Big Dave Pt 2
Toro's Tricky Territory
Name That Feature
Industry Check
100
Complete this Sandler rule: 'No ___ = No Sale.'
Pain
100
Fill in the blank in this David Sandler quote: “If YOU don’t have a process, you will fall into the _____'s process."
prospect's
100
True or False: Toro can serve trucking companies who work in the oil field.
True, especially if they don't need any integrations with any oil field software. Other complications include geofencing well locations
100
Bobby Black Trucking just got his first out of state contract with a customer in Indiana. He now has to make sure THIS document is ready for tax season.
IFTA
100
The price of THIS going up 40% in recent weeks is impacting trucking company's margins
Gas, oil, diesel
200
THIS Sandler sales technique is when a salesperson responds to a prospect's question or statement with another question
A reversal
200
One part of building rapport is, ____. The strategy where a salesperson subtly matches a prospect’s verbal language, pacing, tone, and non-verbal cues
mirroring
200
THIS is the difference between how Toro processes scale tickets vs BOLs
Toro can pull data off of scale tickets, not BOLs.
200
This page / features allows customers to view their operation under as one longer project, rather than load by load.
Jobs based tracking / the jobs page
200
What type of trailer is this?
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Belt trailer
300
What are the 4 parts of a No-Pressure Cold Call?
Pattern Interrupt, 30-Second Commercial, Pain Funnel, Call to Action.
300
Name all 3 types of impact from prospect pain
Financial, Time, Emotional
300
What is the main red flag with intermodal work?
Toro does not support container tracking
300
THIS page within Toro houses all of a driver's information like License and Contact info, pay schedules, and hours of service
Driver Profile
300
Name 2 competitors with integrated accounting
PCS, Axon, McLeod, Q7
400
According to Sandler, if a prospect's 'Why Now' belongs to YOU and not the PROSPECT, what is the likely outcome?
Anything like: They will no-show or ghost
400
Name 3 of the 7 parts of the Sandler Submarine
Bonding & rapport, Up-Front Contract, Pain, Budget, Decision, Fulfillment, Post-sell
400
Explain the difference between dwell time and detention time
Dwell time is the total time a truck spends at a facility.
Detention time refers specifically to the penalty fees applied when a carrier is delayed beyond the agreed-upon "free time
400
Find the feature that does not exist within Toro.
Driver texting, 3 day calendar views, shareable saved views, Driver group chats
Driver group chats
400
Multiple choice: ___ % of US freight is transported via brokers
A) 10%
B) 20%
C) 25%
D) 30%
E) 40%
B) 20%
500
These are the 3 levels of pain in the pain funnel
Surface level, reason, impact
500
Name 2 parts of the sandler up-front contract.
Hint: a Sandler up-front contract is a framework set at the beginning of, or prior to, a sales meeting.
Purpose, Time, Agenda, Outcome, Next Step
500
Do QuickBooks/Accounting Integrations within Toro have a one-way or two-way sync?
What is One-Way Sync
500
A trucking company sends a tender to a Toro customer. The Toro customer now has to decide to accept or reject the offer. What feature is the Toro customer using to receive this offer and send the acceptance or rejection?
EDI
500
Companies doing government contract work, like building a new state highway, deal with this driver pay complication.
Prevailing wage