Author Archives: TravellingSaleswoman

Top 4 New Vehicles for Sales Representatives

BusinesWomanInCAr

Having a sales territory that encompasses the entire country of Canada, it’s only inevitable that I do my fair share of driving. I routinely drive quite far from my home base in my own car but I will not drive across the country.

When I fly to Western Canada for example, I always rent vehicles.  For someone who is regularly in the market for a new vehicle, this is a huge perk because not only am I exposed to so many different types of vehicles that I otherwise wouldn’t have thought of but I also have the opportunity to drive them for extended periods of time.

When most of us are purchasing a vehicle, we may only spend 10 minutes giving it a test drive.  In my opinion this is not enough time considering the amount of money you will be spending nor is it sufficient for deciding whether or not the vehicle is suited to you and your needs.  If I will be spending over 1/3 of my day in a vehicle, I want to make damn sure that it is:

  1. Safe (i.e. drives well in the snow, has a sufficient number of airbags, performed well in crash tests)
  2. Comfortable
  3. Functional (i.e. has enough power outlets storage space, compartments, etc.)
  4. Affordable (both in terms of payments and fuel economy)
  5. Has Sufficient Storage Space (for literature, equipment, personal items etc.)

*Note that the above criteria are not necessarily in order of importance.

When you spend 10-20 minutes test driving a vehicle, can you be assured that that vehicle meets all of those criteria?

So, all of that being said, based on my experience driving several different types of vehicles for extended periods of time in different road conditions, this is my list of the best new cars for sales reps or other road warriors. I say ‘new’ because most companies require their sales reps to drive relatively new vehicles and therefore I will not include reliability in the criteria because new cars all come with a standard warranty.

Top 4 New Vehicles for Sales Representatives <$50,000:

***Note: I kept the figure below $50,000 because I am of the belief that if you are in sales your car should look nice, but not be too flashy and expensive. Your car is an extension of you and the company you represent.  You want to look professional, sharp, savvy but NOT flashy or cheap.

4. Toyota Rav4 AWD

Toyota-Rav4This is a solid all-round vehicle that is comfortable, affordable, roomy and drives well in the winter. The Rav4 used to be my #2 choice, however in recent years its quality and functionality has declined. Recent models performed poorly in crash tests and the handling is noticeably looser making it feel more unstable.  The other setback which applies to us road warriors is that there is only a single power outlet, so good luck if 2 of your multiple devices needs a charge!

3. Chevrolet Impala

Chevrolet-Impala-2015Out of all the cars I’ve rented, I have driven these the most.  They are comfortable and very spacious which is great if you’re setting up a mobile office.  Fuel economy has improved over the years but isn’t the best in its class which can be a pain if you do a lot of driving and need to fill up every day. Although it is only a FWD, it is quite front heavy and drives very well in the snow if you have a good set of winter tires. The Impala has recently been redesigned to give it a more polished look which I find appealing. It no longer looks like you borrowed Grandpa’s car.   Overall, this is a working man’s car that functions very well and is safe.

2. Jeep Compass 4×4

2015_Jeep_CompassI never thought that I would include a Jeep on my list because of their historical poor reliability and bad reputation for being gas guzzlers, but after driving this vehicle for 3 days, I completely changed my mind.  The biggest shocker was the fuel economy.  I was pleasantly surprised to get approximately 600km on a single tank.  It was also extremely comfortable to ride in. The dash was nothing fancy, but it was functional and had multiple power sources which is essential for any mobile office!  There is a tremendous amount of storage space although the vehicle itself is quite small and handles extremely well in tight situations as well as in the snow.  The 4×4 option is a huge plus if you drive in the winter.

  1. VW Passat TDI

VWPassatTDIThis car is by far the best car for sales representatives and needless to say, that is why purchased one.  Aside from the luxury look (both interior and exterior), it is extremely comfortable, spacious and most importantly, you can’t beat the fuel economy!  As you can see in this photo below, I got 1000km (approx 621 miles) on a single tank (actually only using 54L or 14.5 gallons) without the fuel indicator warning going off.

VWDash1000km

Diesel is still cheaper than gasoline here in Canada, so that is an additional savings. The handling is far superior to any Japanese or American vehicle.  The steering is tight and solid. Although it is only a FWD, it is excellent in the snow when equipped with snow tires.

The biggest shocker about this vehicle is the price.  Even though it looks and handles like a luxury car, it is cheaper to run and maintain than a Honda Civic!

Honda Civic Sedan:  Base Price $28,500 CAD. Driving Range: I was filling up every 350km at a cost of $45-50CAD

VW Passat TDI: Base Price for Comfortline (model I have) $29,000 CAD. Driving Range: I fill up every 950km at a cost of $55-60 CAD

In a perfect world I would have a 4×4 or AWD Diesel vehicle but unfortunately, it is impossible to find one for under $55K CAD.  So in the end, I opted for the most fuel efficient “luxury-looking” vehicle that performs well enough in the winter with a good set of snow tires.

If you’re a road warrior who is in the market for a new vehicle and are looking for an unbiased opinion on different models, feel free to contact me and I’d be happy to help.

In the meantime, drive safe fellow road warriors!

Cheers,

TSW

Why Salespeople Are Suckers For A Good Sales Pitch

Today is National Hot dog Day here in Canada.  To most of you, this may seem like quite the random statement coming from yours truly but it reminded me of a time when I got “sold” on these giant 2 feet long sausages at a pit-stop while I was en route and it got me thinking, “Am I more easily sold than a non-salesperson?”.

Last year while I was working my way between cities in Western Canada, I stopped at a roadside  café/market for a pit-stop.  My only intent was to grab a bite to eat and use the facilities. However, somehow I walked out of there with a $36 package of 2 foot long sausages.  I had no need for such a thing at all.  I couldn’t even cook them because I was away from home and flying back the following day.

So how did a seasoned saleswoman like myself get sold on such a ridiculous purchase?

Well for starters, the guy was really cute which helped get my attention in the first place.

Secondly, he had a great story about how these sausages were prepared and how amazing they are.

Lastly, he was able to overcome all of my objections, including the fact that I couldn’t even prepare them at my hotel and would have to leave them behind.  He asked me if I had ice packs in my car (which I did) and if I did, it would be easy for me to freeze them overnight and store them with the sausages in my checked bag and bring them back across the country with me on a 5.5h flight and they would be fine for me to eat once I return home (a whole day’s trip).

As ludicrous as this idea was, I did just that.  Then when I returned home, I realized that I didn’t have the slightest clue as to how I was going to prepare them. Unfortunately, they ended up going to waste which was a complete shame given their cross-country adventure.

Why did I make such a ridiculous purchase?

Because I could appreciate this man’s sales pitch.  It was bulletproof and I would have felt bad not to give him the sale because he just did such a good job!

This isn’t the first time either.  The last time I was at a gas station and got “sold” some sort of special car wax.  This was ridiculous because I NEVER wax my car!

In speaking with other sales reps, I have discovered that I am not alone.  On average, 9 out of 10 sales reps that I have discussed this with have admitted to making purchases for something that they will never need or use simply because the salesperson pitched the product so well. 

Why are salespeople suckers for a good pitch?

1. We know how to recognize a good pitch. After all, this is what we do for a living. Consider it our specialty.  Just like if a skilled writer admired another skilled writer, they would buy their books.

2. We can empathize with them.  We know if someone is trying really hard to make a sale and experience that on a daily basis. In a perfect world, an A+ for effort would equate to an A+ for achievement but that isn’t always the case. We have been there and know the struggle, so why not be nice and make their day and give them the sale?

3. We enjoy being on the other side of the table for a change. All day we are “selling” others, so it’s refreshing to be on the other side of the table for a change.  That can also be good practice for us to remember what the experience is like for the buyer. Heck, we might even learn a new sales tactic!

I must point out that this article is focused on small purchases.  When I am making a large purchase (i.e. vehicle), I will be the most difficult client on the planet, pushing the salesperson to their absolute limit and negotiate until I get what I want or I walk.  That can be quite fun too!

If you’re in sales, I would love to hear your stories about a time when you got “sold” on some ridiculous purchase.

Until then, happy sales my friends.

 

Cheers,

TSW

The Price Objection: What it Really Means and How to Overcome it

“Your price is too high!”

In my 10 years’ experience as a B2B sales professional, I can say with confidence that any client who initially objects to your price and uses that as an excuse not to purchase your product or service simply brushing you off.

After all, saying “Your product is too expensive” is much more polite than saying “I don’t want to buy your product. Get out of my office!”

So what do you do?

For starters, do NOT be sucker and immediately drop your price.

suckers

If you simply sell based on price alone, you are an order taker. Sorry to break it to you but there is no ‘salesmanship” in giving your best price and taking an order. Any customer service agent on minimum wage answering a phone can do just that!

The most important “sales training” I have ever had is working for a company selling higher priced products at a non-negotiable price point.  Rather than focusing on price, I’m forced to focus on the quality and service that my company can deliver.  To properly relay that information and translate that into a sale, requires work and that my friends, is salesmanship.

Clients have to realize that they can’t have everything and by everything I mean the best product at the best price that is delivered with the best service.  At best, most companies can offer 2 out of the 3.

projectTriangle

 

Let’s walk through the process through a general scenario.

EXAMPLE SCENARIO:

 You’re in front of a client for the first time, introducing your company and product portfolio. You’ve established what products your client uses from your competitor and you proceed to inform them that you offer the same or a similar product/service.  Prematurely, your client interrupts you and asks you your price.  When you give them your price, they tell you what you already know, “You’re price is too high.”

There it is.  You could interpret this in one of two ways:

  1. They are right. I’m not getting this sale.  I can’t beat the price, so I better move on. 

OR

2.   Game on! Now the real selling begins!

I hope none of you sided with option 1.  If you did, you either need more training or should consider changing careers.

So, game on!

Here is What You Should Do to Overcome the Price Objection:

1. Be Firm: Don’t negotiate your price. Others pay full price, so why should this client be an exception? If you have other clients in the area that this client would happen to be competing with who happen to be using your product of focus, make that known. If those direct competitors of your client aren’t using your product yet, make it known that you will be calling on them afterwards,  All the more reason that “you” don’t really need the business as much as they think you do and therefore have no need to budge on price.  Reverse psychology can go a long way.

2. Elaborate: Focus on other features and benefits that your company can provide (i.e. better service, higher quality).

3. Be Creative. If you are in your clients’ environment, look around for clues that might give them reasons to use a product from your portfolio that they may never thought of using before. Sometimes I’ve been in a clinic and see a list of things they are looking for. Simply pointing that out and mentioning that I can offer one of those items has gotten me the sale many times.  On the other hand, if you are meeting outside of their working environment be sure to ask them more questions about their business while in the back of your mind searching for products or services you can offer them.  Once this dialogue is open, you’d be surprised at how open most people are.

4. Ask For the Sale: As you scan through all of the potential products your client could purchase and they demonstrate interest, be sure to ask for the sale.

5. Be Persistent: This is where I have the most fun. Once you’ve gotten them to order one product, why not ask for more? Laugh and have fun with it.  Your client knows that you are there to sell them something so they expect it. If they haven’t ordered anything yet, keep asking! I have no shame in asking for the sale multiple times in a single call. I think my record was asking for a sale 10 times in one call.  After striking out 9 times, when I asked the 10th time, I finally got the “Ok, you got the sale!”.  I realize full well that he may have done that to get me out of his office (another brush off, yes I know!), but regardless I did get the sale, was welcomed back and continue to get more business.

Always keep in mind that if you can get at least one of your products or services in the door, that leaves that door open for you to come back and acquire more business, so don’t give up at the slightest objection.

Experiment: If you are used to selling on price alone, for one day or one week conduct all of your sales calls as if you are not allowed to budge on price.  I would love to hear your results!

Happy sales my friends!

Cheers,

TSW

Parallels Between The Sales and Dating Processes

Businessman-and-woman-LPAre you a sales representative or business owner who has dealt with a client with whom you thought was loyal to your company only to discover one day that they have suddenly been using your competitor(s) without your knowledge?

I recently had this experience where a client of mine had been using my company’s products exclusively for some time and I only recently discovered that they had started to buy some of the same products from my direct competitor.  My first gut reaction was to think, “Why did they go behind my back and do such a thing without even consulting me?” If they had a problem with my company’s product or service, why didn’t they call me and give me a chance to resolve that issue?”

That’s when it dawned on me… this was a familiar feeling.  It was as though I was being “cheated on” as one may be in a romantic relationship. Although the circumstances and the relationships (client vs romantic interest) are entirely different, that feeling was the same.   Further analyzing this odd parallel in more depth, I have come to the conclusion that there are some very unique similarities in the sales process and the dating process that do not exist in our other relationships (i.e. friendship).

Sure you might be tempted to think that yours truly is just some crazy, over analytical chick who is projecting her dating experiences on her working relationships (and you may be right), but before you judge, read the processes below and draw your own conclusion.

Stages of Relationship Development in Sales and Dating:

  1. Prospecting: “The Cold Call/ Pick-up Line”

In both sales and dating, we must seek out potential customers or potential mates.

Sales:  We seek out customers who we think would buy our product or service either from an established database, book of business or referral.  From there we may conduct a cold call to introduce ourselves and our company to ascertain if there may be potential for a business relationship.

Dating: We search for mates either from a database in the case of online dating or in person through our network of friends or daily interactions.   If we see someone that appeals to us whether it is based on initial appearance, intelligence or other factors, we may initiate contact by means of flirting (essentially cold calling) to introduce ourselves and decide if there may be a match.

In both cases, if we see potential, we proceed to step #2.

  1. Qualifying: “Probing Questions on The First Meeting/Date”

Upon establishing initial contact in a business setting or on a first date, we must decide if the other party has the potential to be a partner in business or dating respectively.  We achieve this by asking a multitude of questions and getting to know more about the other party to determine if there is a fit.

Sales: We meet with our potential client and ask them a series of “probing questions” to determine if they could or would buy our product/service.  If they appear to be a good potential customer, we might give them a product sample or demo.

Dating: We go on a first date with a person of interest and ask each other “probing” questions in order to get to learn more about each other.  If the dialogue is suitable, we may try a first kiss, which is essentially sampling.

Upon qualifying the party of interest, we either come to the conclusion that we either have the potential to work together or not.  If so, then we proceed to step #3.  If not, then back to step #1.

  1. Closing: “Closing The Sale/ Sealing The Deal”

This is quite self explanatory. If you don’t get this one, well I might suggest that you avoid getting involved in either process.

Sales: If you don’t want this to be a one-time only sale, proceed to step #4

Dating: If you’re looking for a relationship and not a one night stand, also proceed to step #4.

  1. Maintenance: “The Follow-up/Relationship Development Phase”

In order to achieve growth, relationships need work and maintenance.

Sales: After closing the sale, it is essential to do proper follow-up in order to ensure that your client is satisfied with your product or service so that they continue to do business with you.  By following up and keeping in touch regularly, you may find that your client needed additional support or training.  It also keeps your foot in the door so that you can continue to supply those products or services to your client as well as others from your portfolio.

Dating: Once you have “sealed the deal” and have decided that you may want to do that again and again and… ok well maybe all the time, it is essential to “follow-up” with your person of interest. Make arrangements to get together again to repeat steps #2 and #3, and watch the relationship flourish.

  1. The “Exclusivity” Talk

When the relationship is going exceptionally well, both parties are happy, satisfied and don’t have a need to look further to have those needs fulfilled, it’s time to have the “Exclusivity Talk”.

Sales: If you have an excellent relationship with your client and they are using almost all of your products and services except for a few which they are still using from your competitor, it may be time to ask for exclusivity.  After all, if they like everything your company has to offer so far, why should they bother to use your competitor if they can get a similar product from you? If they agree, then great, happy sales! If not, then you are perpetually trapped in Stage #4 and will be required to work hard to maintain your existing sales to ensure that you don’t lose your piece of the pie.

Dating: Presuming both of you have an excellent relationship and are both on the same page about moving forward into a relationship, then go for it and make it exclusive.  If not, then you’re in more a “Friends with Benefits” zone of Stage #4 and will have to accept the continuous competition with other mates.

  1. The Future: Make it or Break it?

Is the relationship sustainable over time? Only time will tell and there are 3 most probable outcomes as follows:

A: The “Live Happily Ever After”

Ideally, we would like to achieve a mutually beneficial relationship that will last our lifetime or that of our career that requires minimal effort to maintain.

B: The “Break-Up”

Even though everything may be going perfectly well, a situation may arise which will result in the termination of the relationship.  In business, we may be forced to fire a client or our client may fire us because of poor service.  I’m not going to bother elaborating on why people break off romantic relationships.  That topic in itself is worthy of several books.

C: The “Friend Zone”

In business or in romantic relationships, we may find that although we have a good relationship, it may just not be as great as we thought it might be and worth 100% of our time and efforts.  I refer to this as “The Friend Zone” because regardless of the relationship, if it’s not headed towards the “Happily Ever After”, then we have to accept it for what it is and make the best of it and enjoy the piece of the pie that we do have.

So, do you still think I’m crazy?

I’d love to hear your feedback on this topic.

In the meantime, happy sales and best of luck in love!

TSW

Air Canada Carry-on Baggage Enforcement: Great But Not 100% Effective

In late May of this year, Air Canada announced that they will begin to enforce the carry-on baggage allowance at major airports across Canada. Last week, I travelled on Air Canada and experienced this process first hand.  I must say, I was quite impressed.

At check-in, Air Canada had several staff members approaching everyone at check-in to assess their carry-on baggage, measuring it if required and then affixing a “Carry-On Approved” sticker as shown.

CarryOnApprovedCloseup

Upon my arrival at the gate, I was pleasantly surprised to see how the majority of travellers had appropriately sized carry-on luggage.

AppropriateCarryOn

This was a dramatic improvement over all of my previous flying experiences, especially after Air Canada introduced their policy to charge a $25 fee for the first checked bag. When they implemented that policy, almost everyone had 3 bags and usually one of them was oversized.  This is extremely aggravating for us business travelers who generally speaking have appropriately sized carry-on that cannot be checked.  I used to dread the boarding process, looking at all of the other travelers with all of their huge bags and stressing out over if I will have room for mine.  To get around this, I would always book a seat near the rear of the aircraft so that I would board first and if the overhead bins above my seat were already full, I could stow my briefcase in any bin in front of my seat. 

In spite of Air Canada’s efforts to enforce their carry-on policy, there were a handful of passengers who slipped through the cracks like this lady in the photo below.

CarryOnCow

From her bag tags, I could see she was a frequent traveler so there is no excuse.  While boarding the aircraft in single file, she even had the nerve to push me aside and bud in front of me!  Now that most certainly isn’t frequent flyer etiquette!

After boarding was complete, the flight attendants announced that the overhead bins were full and asked some passengers to volunteer checking their bags.  I’m still not sure exactly how this happened since >90% of the passengers had appropriate carry-on.  However, I suppose all it takes are a few Carry-on Cows like that woman to slip through the cracks and disrupt the system.  In the end our flight was delayed approximately 20 minutes as the flight attendants tried to find passengers who were willing to check their bags.

So overall, the enforcement process was great not but entirely effective.  In my opinion, I think that it would be much more effective if at the security checkpoint, all carry-on bags should be double-checked to make sure that they have the “Carry-On Approved” tag and passengers who have more than 2 bags, should not be permitted to go through security.

Safe travels my friends and don’t be shy to speak-up to those Carry-on Cows!

TSW

Vacation? How to Really Unplug From Work and Check Into Vacation Mode

phone-in-sand

In theory this sounds easy to do, but if you’re in sales or own your own business it can be almost impossible.  If you’re like me, you worry that if you check-out from work that nobody else in your company will be able to handle your clients with the same quality of care that you do.

This is especially so because I’m guilty of checking my work emails and messages from the moment I wake up at 5:30am until just before I go to sleep at 10pm. Whether it’s the evening, the weekend or I’m off stick, I can’t help but attend to all my work-related calls, emails and text messages.  By doing this, my clients have an expectation that I am available at all times.

The primary reason I opted to make myself so available is because I manage clients across Canada.  I am based out of the east coast and almost half of my clients are on the west coast.  This means that when my head office is closed at 4pm, it is still 1pm, the middle of the work day, for a substantial portion of my clients.  Needless to say, I made myself available to them to secure the business and it was an excellent move.

This is all great until I need to take a break and go on vacation.  How does one take time off when work is constantly beckoning you at your side?

Similar to the electronic devices we use on a daily basis, we too need to rest and recharge. It is essential to our mental and physical health.  Taking a well-deserved break will enable you to come back to work refreshed and better able to tackle all of the challenges in front of you.

How can you “separate” yourself from work and not feel guilty? 

Keep in mind that everyone (your clients included) can understand the need to take a break. As long as you can get away without  their service being completely interrupted in your absence, go for it!  We are all deserve some sort of vacation, so don’t cheat yourself of that.

Follow the following steps:

  1. Make a Contact List for Your Clients to Contact in Your Absence

Compile a list of the basic elements of your job and assign a person in your company to handle those tasks in your absence.  Make sure to get their permission and your supervisor’s permission to delegate your tasks before you leave, otherwise you might land in some hot water with your co-workers.

  1. Set an Out-of-Office Email Reply

This is quite standard practice.  Be sure to include the exact dates that you will be unavailable and all of the contact information of your colleagues who will be able to assist your customers in your absence.  Upon my return to the office, I will send an email to all of my clients who emailed me while I was away in order to assure that their inquiries were taken care of.  This is important because I have noticed that almost 50% of my clients will wait for me to come back because they prefer to deal with me directly.

  1. Change Your Voicemail

Compile a temporary voicemail message which will relay the same details as your out-of-office reply.

  1. Give Your Clients a Head’s Up

Email: This is very important if you have clients that have grown accustomed to emailing you and assuming you have everything taken care of and don’t check their inbox for a reply.  If a client places an order in the morning and doesn’t see your out-of-office reply until later that day or the next day, their order may be substantially delayed and they will not likely be very happy.  Send them a quick email before you leave stating exactly when and how long you will be away and who they are to contact in your absence. Your clients will really appreciate this.

Text: Since there is no automatic out-of-office text message reply, be sure to text your clients who regularly text you before you leave to let them know you will not be receiving your messages.  I have no idea why there isn’t an app for this in this day in age. Whoever invents this will be a millionaire!

  1. Turn Off Your Phone and Get Off the Internet!

Yes, that’s right! Disconnect!

  1. Enjoy Your Vacation!

Today I’m heading off on vacation for one week. I’ve finished scrambling to get everything done before I leave, which often is more stressful than the average work week and I’ve completed all of the steps above and plan to enjoy my time off guilt-free.  I hope you do the same.

Safe travels my friends and don’t forget to charge your batteries every once in a while too.

 

TSW

How to Keep Fit While on the Road

road-trip-exercise-art

Are you a road warrior and struggle to keep up your fitness routine while en route?  Do you tell yourself “I just don’t have the time.”? Or “My hotel doesn’t have a gym so I can’t work out.”?

Well, it’s time you stop lying and making excuses to yourself.  The truth is you CAN make time for exercise and you CAN do a full workout without access to a gym.  The same goes for eating healthy on the road, as some of you might recall from my previous article on “How to Eat Healthy on the Road”.  It’s all possible.  You just have commit to it.   In this post, I will provide some helpful hints on how you can make time to keep fit and work out even if you do not have access to traditional exercise equipment.

HOW TO MAKE TIME TO EXERCISE:

  1. Wake Up Earlier in the Morning

Assuming you don’t have to hit the road really early (and by really early, I mean before 6am), in my opinion, this is the best time to work out.  Working out in the morning has several benefits including but not limited to:

  • Waking you up!
  • Increasing your energy level and metabolism throughout the day.
  • Give you a great excuse to have a full, healthy breakfast before you hit the road. Breakfast is the most important meal of the day. Don’t skimp!
  • Forcing you to go to bed earlier which will reduce the amount of snacking and alcohol consumption you may otherwise do in the evenings.

  1. Fit in Workouts in Between Meetings

When you’re in and out of sales calls all day long, you spend the majority of your day sitting, be it in the car or a client’s office. If you have the time in between meetings, the best thing you can do is go for a walk! I say walk, not jog because you’ll be dressed in business attire and won’t want to break a sweat before that next meeting.

WHERE can you walk?

If it is nice outside, take a stroll in a park, side street or sidewalk in town.

If the weather is poor or too cold, find a shopping mall and take a long brisk walk (without stopping to shop of course!).

If you have more time (>1h), try to squeeze in one of my “Car Workouts” in this article.

  1. After Work: Skip the Snack and Workout Instead

This is another great option which you can do as soon as you get settled into your hotel and before you eat dinner.  Some benefits include:

  • Relieving stress from a hard day on the road
  • Curbing your appetite. Skip that sugary snack or drink upon your arrival to your hotel room, work out instead. Then afterwards so you can load up on a healthy, high protein dinner with lots of veggies.  This may also curb your temptation to snack late at night.
  • Providing that last burst of energy to get you through those daily reports and emails after dinner.
  • Improved sleep (as long as you exercise at least 3 hours before going to bed).

So now that you’ve figured out WHEN you can exercise, WHAT are you going to do for exercise and HOW?

HOW TO PLAN A WORKOUT IN ANY ENVIRONMENT

When you arrive at your hotel, take a few minutes to check out what facilities are available to you.  Typically you will either have access to a

  1. Full gym, equipped with cardio machines and weights
  2. Partial gym, equipped with cardio equipment only OR
  3. No gym

If you’re lucky, you will have access to a fully equipped gym and will be able to do your usual or scheduled workout routine.  Unfortunately, most hotels do not offer this, so you will likely have to do a bit of work to plan your workout.

When you visit the fitness facility in your hotel, bring a small piece of paper and a pen with you (or the notepad in your phone) and make an inventory of the equipment. Next to each piece of equipment make note of the different exercises that you can do.  If you have been working out regularly in the days prior, simply continue with your regular scheduled exercise regimen. On the other hand, if you have been off for a few days, try to do a full body workout and/or work out as many muscle groups as possible. When you’re ready to do your workout, take your note with you to the gym to keep you on track.

In the event that you don’t have access to any weights or exercise equipment, I would recommend trying one of the following workouts I’ve developed with the assistance of my personal trainer.

Tip: If you have access to a treadmill, try to squeeze in some cardio after your workout as this will reduce the amount of lactic acid (a compound that causes muscle cramping) in your bloodstream.

No treadmill? No problem! If you can get outside to walk or jog, great!  If not, most hotels have stairs so try going up and down a few flights to get your cardio in!

The Hotel Room Workout:

womanworkingoutinhotel-room1

Below is a list of suggestions for various exercises that you can do to target certain muscle groups.  All of these exercises can be done in a basic hotel room with no equipment:

Legs: Squats, Lunges, Step-ups (using a table or chair in your room)

Abs: Put a sheet or towel on the floor. Use the base of the bed frame or air conditioner to position your feet under to keep stable and crunch, crunch, crunch away! There are so many ab exercises you can do.  Try a plank position as well.

Chest: Push-ups (on the floor or against a desk, table or bed)

Triceps: Triceps dips on any window ledge, counter or solid surface.

The Car Workout:

guy pullups insidecar

I will forewarn you that you must not be too shy or embarrass easily to do this one.  This workout is great if you have time between appointments and/or you find yourself “homeless” at some point in your travels. By “homeless” I’m referring to the time in between when you have to check out of a hotel and can check into your next hotel. I have categorized each exercise by target muscle groups.

What you will need:

  • Weights (optional): If you’re travelling in your own car, take them from home. If you’re away from home and have a rental, try buying some containers of cat litter that have a handle. They are heavy, cheap and could be used to assist you with traction in the event your vehicle gets stuck in snow, ice or mud. If you don’t have those, try the move in the image above (pull-ups using the coat hanger handles in the back seat of your car)
  • Running Shoes
  • Water

Warm-up: Try a 5 minute walk, jog (on the spot, around the car) or jumping jacks

Triceps: Open your trunk and face away from the car.  Do triceps dips on the lip of the trunk (making sure to keep the palms of your hands placed firmly on the lip of the trunk and fingers facing forward).

Chest: Push-ups either against the open car trunk lip or on the ground

Legs: Squats, Lunges (stationary or walking lunges around the vehicle), Step-ups onto the open trunk lip (only if you have good balance!)

Abs: Sitting on the open lip of the trunk and your hands placed firmly on both sides, fully extend your legs, hold them in place for as long as you can, then contract your legs and repeat.

Biceps: Bicep curls using the containers of cat litter OR if you’re really ambitious, inside your car position yourself in the middle of your car and do pull-ups using the coat hangers in your rear seats like in the above image which will work your chest as well.

Think you’re going to look ridiculous doing those things? All I’m going to say is “Suck it Up Princess! And Just Do it!”

People do Tai Chi in the park all the time. Do they look stupid?..

Ahem…no comment

I digress.

If you find yourself struggling with devising an exercise routine or keeping motivated while you’re on the road, and don’t have a personal trainer to assist you, you should look into companies such as Business Travel Life, which is founded by fitness enthusiast, consultant and former road warrior Kristina Portillo.  Business Travel Life can provide you with workouts customized to meet your unique fitness goals while accommodating your travel schedule.  They will even provide personal training via video conferencing which you can do from the comfort of your hotel room. It is an excellent service that I would highly recommend if you are the type of person that needs that extra “push” to stick to your fitness goals.

If you enjoyed these tips, you may aIso be interested in a guidebook I am currently working on, “A Road Warriors Guide to Eating Healthy and Keeping Fit on the Road” which I hope to have available in print within the next year.  Be sure to subscribe to my blog be notified when it becomes available, as well as for new travel and sales tips which are posted every Thursday.

In the meantime my fellow road warriors, “Keep fit and have fun!”.

TSW

p.s. I hope at least one person got that reference!

Excuses I’ve Used to Try and Get Out of Traffic Tickets

Some are good, some are bad but most are just plain stupid!

A beautiful young woman sitting in the drivers seat of her car, holds up her hands and shrugs with hopelessness as a police officer stands outside her vehicle writing her a moving violation ticket.

If you drive a vehicle, surely you must have gotten at least one traffic ticket in your life.  If you’re a road warrior like me, you’ve most likely have had more than your fair share.  The odds are against us. After all, we make a living on the road and when we aren’t in meetings or in the office,  we are most likely to be driving around rushing to our next meeting , driving in unfamiliar areas and scrambling to find parking.  It’s only inevitable that we have slip-ups from time to time.

Traffic laws are in place for a reason.  Aside from the obvious safety risks of breaking those laws, if you have too many speeding or traffic tickets, you will end up paying an arm and a leg for insurance. If you’re really bad, you may even risk losing your driver’s license.  If you make a career out of being a road warrior and you lose your license, your career is over, unless you happen to be wealthy enough to hire a private driver!

I really make an honest effort to drive within the speed limit and park legally but sometimes, I slip up and make mistakes. Nobody is perfect and I am certainly no exception.  I’d like to make note that these excuses I have used to try and get out of traffic tickets are for entertainment purposes only. I do not condone or promote breaking any laws.

Below is a list of some of the best and worst excuses I’ve used to try and get out of traffic tickets.

My Most Successful Attempts:

BEST EXCUSE “I spilled hot coffee on my left leg.”

coffee-pants

Charge: Speeding 92km/hr in 50km/hr zone

Circumstance: He caught me right where the speed limit dropped from 80km/hr to 50km/hr.  I realized I didn’t slow down in time.  I was also studying withdrawal reflexes in my neuroscience class at the time and it suddenly dawned on me that I’d “spill” hot coffee on my left leg which would make me withdraw that leg and extend my right leg (on the gas pedal) as a reflex.  I was only a few minutes from a coffee shop, so it could have legitimately happened.  Not that I tend to stereotype, but I was certain that most police officers would have at least once spilled hot coffee on their lap and could sympathize.

Verdict: No ticket.  BUT I must point out that this  happened a few year years ago and I wouldn’t recommend using this excuse these days because you may end up with a careless driving charge!

BEST ATTEMPT: Officer: “How Fast Were You Going? TSW: “15km Over The Speed Limit” *wink wink*

80kmh sign

Charge: Speeding 117 in 80km/hr zone

Circumstance: I was driving home on a country road that I normally take home. I finished work early on a sunny Friday afternoon and was simply not paying attention to my speedometer.  When the officer asked me how fast I thought I was going, I realized what he probably clocked me at but I smiled and said “95km/hour?”.

Verdict: Reduced Ticket for 95km/hr in 80km/hr zone (no demerits). I’m confident this excuse only worked because my driving record for the past 6 years was completely clean, so I thought I had a chance.

WEAK ATTEMPT “I’m from Ontario (in Quebec)”

xcusssme licenseplate

Charge: Driving the wrong way on a one way street…twice.

Circumstance: I was in Quebec, the French only speaking province in Canada.  I couldn’t figure out how to get out of this network of streets except to turn around and go the wrong way.  I pleaded ignorance. He even caught me doing it a second time!

Verdict: No charge. Pfewf!

RISKY ATTEMPT: “But I Signaled (when I passed you and cut you off on the highway)” *BIG SMILE*

Turn_signals_5

Charge: Speeding 131km/hr in a 100km/hr zone

Circumstance: Passing an unmarked police cruiser on the highway and cut him off.  I had nothing to say except smile and say “I signaled!”

Verdict: Reduced to 115km/hr (no demerits). That was pure luck!

My Least Successful Attempts:

DISHONEST ATTEMPT: “Somebody Was Following Me”

carfollowing

Charge: Speeding 72km/h in a 50km/hr zone

Circumstance: I was driving faster but slammed on my brakes when I saw the police car. He was obviously aware of this.

Verdict: Guilty as charged.  The police officer screamed at me saying “What are you trying to do? Kill some kids??” I dind’t realize it was a school zone.  Bad, bad me!

DUMB BLONDE ATTEMPT: “That’s the distance from my destination? I thought it was my speed. Oh, and can I borrow your flashlight officer?”

gps

Charge: Speeding 131km/hr in 100km/hr zone (4 demerits)

Circumstance: I was driving from Toronto to Montreal at night which is normally about a 6 hour drive.  There is a particular stretch near the town of Cornwall which is notorious for its speed traps. After I passed this town, I stopped paying attention to my speed and was focusing on how soon I’d be at my destination.  I must have been going about 135 km/hr when I realized I drove past a police cruiser (black SUV) parked in the middle of the dark highway.  He pulled out behind me but didn’t put his sirens on right away.  But eventually he caught up to me.  When he approached my vehicle and asked me how fast I was going, I said “My GPS says 115km/hr, oh wait, shoot that’s the distance from my destination!” I explained I was tired after working all day and it was late at night. He then questioned what time I left Toronto and wasn’t pleased with my answer. When he asked me for my insurance documents I couldn’t see in the dark with the flashing lights behind me, so I had to ask him to borrow his flashlight. When I handed over my documents, it turned out he was from the same town as me, so that was a nice coincidence.  When he asked what I did for a living, that  didn’t go over well.  Apparently telling the police you’re in sales, isn’t going to get you very far!

Verdict: Guilty on a lesser charge: 123km/hr in 100km/hr (3 demerits)

ANOTHER DUMB BLONDE ATTEMPT: “I didnd’t know what “RES” did but it made my car speed up just as I passed you!”

cruise-control-honda-the-car-expert

Charge: Speeding 137km/hr in 80km/hr zone (If I did this now I would have lost my license on the spot!)

Circumstance: New car. New button. Apparently it was set really high? This was my first speeding ticket.

Verdict: Guilty on a lesser charge: 117km/hr in a 100km/hr zone.  I took this one to court and had it reduced to 95km/hr (no demerits). This only happened because it was my very first ticket.

LAME ATTEMPT: “I was just going with the flow of traffic.”

carsfast

Charge: Speeding 65km/hr in 50km/hr zone (no demerits)

Circumstance: This cop pulled 10 of us over at the same time.  He just waved us into a driveway and gave us all a ticket. When I asked to see the radar gun, he started to yell at me for not pulling over immediately and threatened to give me ticket for evading a police officer. I told him he pulled over too many of us and there was nowhere else to park. I wasn’t going to park in somebody’s driveway or in front of a fire hydrant, so I parked a little further away.

Verdict: Guilty.  He obviously had a quota to meet that day and since the ticket wasn’t even for demerits, I didn’t bother fighting it.

I CAN’T BE BOTHERED TO MAKE UP AN EXCUSE ATTEMPT: “I don’t know”

Talking-to-Police-Officer

Charge: Speeding

Circumstance: I’m ticked off that I got pulled over and don’t have the patience to bother making up an excuse.

Verdict: Variable ranging from being let off entirely to getting slapped with the full charge.

STUPID ATTEMPT THAT NEVER WORKS: “I’m late for work.”

man-pointing-at-watch-3-25-11

Charge: Speeding (don’t recall)

Circumstance: Obvious.

Verdict: Guilty every time! That’s a LOUSY excuse!

 

 

So there you go folks. Those are some of the excuses I’ve used over the years. I never said they were successful! Fortunately (and thanks to my good behavior), I haven’t had any run ins with the traffic police in a few years now.

Let the take home message be to drive safe my friends and follow the speed limit so you can stay on the road and sell, sell, sell!

Cheers,

TSW

When To Fire A Client

Whether you’re in sales or own your own business, making the decision to fire a client may be one of the most difficult decisions you will have to make in your career.  After all, you’ve worked so hard to get the business, so why throw it away?

Well, in some cases, you may actually be losing revenue by continuing to service certain clients.  Whether it is the actual time or the energy that you invest into an account, it all adds up.  Your time and effort are worth money. If you find yourself calculating how much time you’ve invested in an account and don’t see a proportional financial return on your investment in that client, it may time to cut them loose!

The best clients are those who bring in the most revenue with minimal effort and not vice versa.  Sure there are always circumstances where you initially have to invest a lot of time and effort to get a client on board , however you have to make the call as to whether or not it is worthwhile for you to continuing to focus on that client or move on to a potentially more lucrative opportunity.

So how do you decide when to put your foot down and decide when enough is enough?

You may opt to fire your client if they:

  1. Don’t Pay their Bills

Ever heard the notorious “The cheque is in the mail”? It’s almost laughable.  Once a client’s account gets seriously behind, you have to cut them off. If they really need your product or service, they will come up with the money.

Solution: The best thing to do in this scenario is to put their account on hold and try to arrange a payment schedule. If you have to call on them in person to collect, do it.   When their account is paid in full, begin to service them again but require that pay upfront or at the time of their order. In very rare circumstances, clients may completely avoid you and in that case you have no choice but to send them to collections.

  1. Ask or Expect You to Cross any Professional or Ethical Boundaries

This could take on a variety of shapes and forms. For example, any client who asks you to do something illegal, break your company policy, lie, cheat, steal, provide sexual favours or anything else unethical in exchange for a sale.

Solution: DON’T DO IT! WALK AWAY IMMEDIATELY! Then report their behavior to your direct supervisor and explain why you will no longer have anything to do with that account. If you are a business owner, simply inform them that you do not conduct business in that manner and they will have to do business elsewhere.  If you give into these requests it may seriously harm your business, your reputation and your company’s reputation.

  1. Complain Incessantly

Every one of you reading this has encountered this sort. No matter how perfect your product or service is, they will find something wrong with it and repeatedly so.  Sure everyone makes mistakes sometimes, but when there are no mistakes made and clients routinely fuss about every little thing time and time again, it may just not be worth the aggravation in dealing with these people.  They will never be happy.

Solution: If you’re totally fed up with them, you can try referring them to your competition however in my experience that doesn’t usually work.  In spite of how apparently disappointed they are with your product or service, they’d prefer to stick around and annoy you.  If that’s the case, just ignore their fussing. Don’t feed the monster.

  1. Use You

These type of clients will drain you of all of your knowledge and resources and push you to your limit because they know you want to make the sale.  It is difficult to identify these types of clients in the early stages because quite often a client will “test you” before they decide to do business with you.  This is perfectly normal and acceptable.  If someone is serious about engaging in a long term business relationship with you and your company, they should do their due diligence and see what you and your company are all about and what kind of service you can provide.  What is not acceptable is if this “testing” behavior persists over many sales calls and they don’t give you the business.

Solution: I call them on it and say outright “Every time I see you, I provide you with a wealth of product and industry knowledge but I know you still buy mostly from my competitor.”. They usually agree and then wonder why they do so. At that point I give them an ultimatum, “If you want the knowledge and you want me to keep coming back, you have to give me the business.  Otherwise, I’m never calling on you again because I will be focusing on other clients who will actually do business with me (who happen to be your competitors). Going forward you can ask my competitor to help you with your questions.” That usually solidifies the business 99% of the time. If it doesn’t, walk away.

  1. Take Advantage of Loopholes and Con You

Ever had a client buy a promo only to return part of it so that they can get a lower volume of product at the promo price and your company didn’t figure out how to deal with that loophole?  Or buy enough product to get free shipping only to return what they didn’t actually need but rather tacked on to their order so they don’t pay freight? Or try to get credit for the same item repeatedly? There are a million examples!

Solution: Since these types usually think they are quite clever, you have to call them on it and not allow them to get away with it again.  You’ll typically be greeted with a smirk and an “I’m better than you“ attitude.  Whatever it is they conned you out of, make sure you find a way to put it on their next invoice.  If they refuse to pay, refuse to offer them product or service. Some people you just have to play hardball with.

  1. Are in Bed With the Competition

Unbeknownst to you, you may end up meeting with a client who has very close ties with your competition.  By close ties I mean a business associate, investor, family member or perhaps someone who literally does share a bed with them, not simply someone who is loyal to a company.

Solution: Once you discover this STAY AWAY!  They will funnel all of your information directly to your competitor and give them an edge on you.  They won’t buy from you and if they do, it’s only to give your product to the competition.

  1. Waste Your Time

Sometimes it’s difficult to distinguish between someone who has a very extensive decision making process  and who is legitimately interested in purchasing compared to someone who has nothing better to do and just wants to play games with you. Some people will even fake a deadline for when they have to purchase when they don’t have any intention of purchasing period.

Solution: Give them a deadline to purchase.  Let them know that after that date, you will be moving on and changing your focus to another product, service or clientele.  This will usually force the client to be upfront about their true intentions.

  1. Disrespect You

You may encounter a client who never listens to you because they know better. They may think they are superior to you in every way and do not respect you or your time.  These types of clients are likely to be a no-show for your meetings, repeatedly.

Solution: If this type of client behaves this way consistently and does not give you any business, move on.  I usually give it 5 attempts then move on to other prospects.  Why so many? You have to give people the benefit of the doubt.  They may be legitimately busy or preoccupied and you might not be calling on them at the best of times.  I will usually try again after 1 year. Sometimes if you wait a while and call on a business at a later time, you might get lucky and they have a new decision maker who might be easier to work with or they may have had a bad experience with your competitor and are more open to change.

I am fortunate that in my business, 99.9% of my customers are awesome to deal with!  I sincerely hope that you don’t face any of these scenarios in your professional career but if you do, make sure to stand your ground because, the customer is NOT always right.

Happy sales my friends and don’t ever do anything you don’t feel comfortable with.

Cheers,

TSW

 

Pack Your Carry-on Luggage Appropriately or Risk Not Flying at All

If you’re travelling for business and your briefcase containing all of your portable electronic devices doesn’t conform to your airline’s carry-on standards, you can forget that business trip!

In this post I will provide some general airline travel tips and provide suggestions on what types of baggage you should travel with and the contents each baggage type should contain.

How many times have you packed for a trip only to end up using half if not less of what you packed?  We have all done it at some point.  As we become more seasoned travellers, we learn how to pack more wisely.  In the US, more and more people are travelling (see infographic from Hudson News below), and most of whom (I say from experience), do not know how to pack appropriately.  Now, airlines are beginning to crack down on these passengers and you need to be prepared for it the next time you fly.

BusinessTravelInfographic

Last week Air Canada announced that they will begin strictly enforcing their carry-on allowance at Pearson International Airport (YYZ) in Toronto effective this past Monday and they will begin doing so in other international airports across the country over the coming months.  This means that at all check-in and security check points, Air Canada will be checking passengers’ carry-on baggage to ensure that it meets their specifications.  If it does, each bag will be tagged with a “Carry-on Approved” tag.  If the bag does not meet the airline’s specifications, passengers will be required to check their bags before proceeding through security.

approved carryon bag tag

When I heard this news, I thought “This is great news! It’s about friggin’ time!!!”.  For those of you who read my article “The Top 10 Worst Airline Passengers I’ve Encountered”, you will recall me mentioning my frustration with the “Carry-on Cow”. You know, those passengers that have multiple and/or oversized bags and who naturally board the aircraft before you and then there is no room for your appropriately sized carry-on.  Or those who deliberately try to sneak on baggage that they know is oversized so that they can avoid the baggage check fees.  When this happens, the flight attendants then have to make arrangements to check their baggage and do that at no additional fee.  My neighbor who is a baggage handler for Air Canada informed me that this is the reason for 95% of flight delays.  That’s insane!!!  So I’m extremely relieved that Air Canada is taking the lead in doing this, especially because that is the airline I most frequently fly on.  I presume other airlines will follow suit shortly.

If you’re guilty of being one of those Carry-On Cows or just uncertain about the size of your carry-on bag, here are some helpful hints:

1. Research your airline’s baggage allowance policy BEFORE you PACK and plan what you will bring accordingly. You may have to buy new luggage.

TIP: Many companies sell bags with labels describing the bag as “carry-on size” when that is not the case at all.  Bring a measuring tape with you and measure the luggage dimensions before you buy!

2. Wear you bulkiest items (largest shoes/boots, coats etc) on the plane.

3. Leisure Travellers: As long as you have your PHOTO ID and CREDIT CARD EVERYTHING ELSE CAN BE REPLACED. If you try to pack everything as carry-on because you are afraid of the airline losing your luggage, you won’t be able to get away with this anymore. Either pack less or just commit to packing a checked bag and don’t put any real unreplaceable items in it.

4. Portable Electronic Devices Can NOT be CHECKED. This is because most of these devices (laptop, chargers, batteries, GPS, mobile power inverter, etc) contain lithium ion batteries which are classified as dangerous goods. Their improper storage on an aircraft may result in an explosion, fire or short circuit, all of which will not only destroy the device but may pose a flight hazard.

This can pose a dilemma for business travelers who usually must carry several if not all of these devices.  They take up half of my briefcase and they are items I cannot do my business trip without.   So if you don’t pack them appropriately in your carry-on, you won’t be able to check them and therefore won’t be able to board the aircraft for that important business trip.  Try explaining that to your boss!

To help you decide how to pack appropriately for your next trip, I have laid out my packing suggestions in the table below:

BaggageTable

What’s in my baggage?

Small Purse:

WhatsInMyPurse

  • Photo ID/Passport (You can’t board without it!)
  • Wallet (Relax– you can always buy whatever you forgot!)
  • Pens (Yes pens –If you are travelling internationally you will have to fill out customs immigration forms)
  • Cell Phone and charger
  • Travel documents (Yes I still keep paper copies of everything. After all you never know when your phone or tablet will die
  • iPad and charger
  • Personal articles such as liquids and gels (-moisturizer, hand sanitizer, lipstick, lighter), hair brush, gum, kleenex.

TIP: The best way to relieve pressure in your ears due to altitude changes is to blow your nose

Large Purse or Laptop Case (same dimensions):

  • Same as above except my laptop instead of iPAD (that’s just a toy!)
  • Small detail binder including literature

Small Carry-on:

IMG_1082

  • Chargers, adaptors
  • Camera
  • Clothes – only enough for my trip. It is OK to wear something more than once!
  • Toiletries (that are less than 100mL each and total no more than 1L) in a TSA-approved bag

Briefcase:

TIP: Be sure to use a hardside briefcase to prevent yourself from over-stuffing it and making it oversized!

samsonite

  • Laptop and charger
  • GPS, cable and mount
  • Phone charger (for wall and car)
  • iPod and aux cable
  • Power cord (most hotel rooms NEVER have enough outlets!)
  • Detail Binder
  • Literature (sell sheets)
  • Schedule/ Calendar for all of my appointments – Yes I’m old school! I prefer a paper back-up
  • Sales Reports (paper copies for handy reference)

Yes, believe it or not I squeeze all of this into my little briefcase!

TIP:  If it gets full, I either put some literature in my checked baggage or arrange to have it shipped to me at my destination.

Checked Baggage:

  • You can put anything in here, except something that you cannot replace (i.e. family heirloom etc) or that is very heavy as most airlines will charge you an additional $100 or more if your back is over 50lbs.

I hope you find some of these tips helpful for when you are preparing for your next trip be it for business or pleasure.  If you would like any more specific advice, please feel free to contact me at [email protected] or provide your questions in the comment field below.

Safe travels my friends, and just as a reminder, don’t be that Cary-on Cow. You won’t get away with it for much longer and certainly not if you fly with Air Canada.

Cheers,

 

TSW