Be the Part, Look the Part

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A sales professional needs to not only be a professional, but look like one, too. If you believe all the things you read about how fast people size you up (how fast do YOU size others up?), then you need to take seriously how you dress.

People will attach one-word adjectives and simple phrases to you the moment they see you, and they could be all over the board: handsome, attractive, beautiful, clean, confident, good looking, happy, approachable, sloppy, wild, crazy hair, what an oddball shirt, look-at-those-shoes…

Many small-ticket sales representatives often justify dressing down because of their industry. Bad decision. I love what Guy Kawasaki said earlier today about that:

“To underdress is communicate the following message: ‘I’m smarter/richer/more powerful than you. I can insult you and not take you serious, and there’s nothing you can do about it.’ This is hardly the way to get [someone] to like you.”

Here are seven thoughts to ensure you dress well in business settings:

• Dress better than you think you might need to. If you think everyone’s wearing a polo and jeans, take the next step at least.
• Dress equal to or better than the highest-ranking person you’ll meet with. You want to come across as being on par with them in terms of authority and professionalism.
• Match, for crying out loud. That means shoes to belts, socks to suit (or pants). And no safari-hunter khaki on khaki. Contrast is good.
• Press your shirts. A wrinkled shirt looks awful.
• Keep your dress shoes in excellent condition. Don’t think people don’t notice.
• Get your hair under control, but don’t be overly ga-ga about it.
• And get rid of all of your Looney Tunes ties. They’re ridiculous.

I can’t believe I added that last one, but about once a month I’ll see someone wearing one in a business setting and I shake my head in disbelief. Your credibility is on instantly the line when anyone comes into first-impression contact with you. Make it count. Don’t put yourself at a disadvantage before the first words leave your mouth.

Other resources: Lillian Bjorseth article, GQ magazine rules, Brandon Adams article.