How To Give Your Sales Career A Makeover
How
To Give Your Sales Career A Makeover
by Bill Brooks
Our region has been experiencing a tremendous
rejuvenation of its roads, bridges, highways and intersections recently.
In fact, it is downright amazing when you stop to think about it! New shopping
centers, stores, restaurants and all the rest seem to be popping up everywhere.
The whole area has undergone a total makeover. Some good, some not so good
it could be argued.
What about you? Have you given any thought
to giving your sales career a makeover, too? Have you been doing the same
things in the same ways for too long? What needs to be overhauled? But
overhauled clearly for the better. Changed in such a way that there is
no argument at all about the outcome.
You might be astounded at the things that
you are doing (or not doing) that could be absolutely devastating to your
career. I recently hired a professional presentation and image consultant
to spend two days with me and what a valuable experience it was.
During those two days, among other things,
she took me to the hair salon, taught me how to style and "gel" my hair,
took me shopping for new business and business casual clothes, videotaped
my presentations, taught me how to mix and match clothing, helped me with
my articulation and even helped me with etiquette and manners!
What image do you project? I can tell you
this. I had no idea of some of the poor images coupled with confusing and
mixed messages that were coming from me. There is an old saying that goes
like this… "You never get a second chance to make a good first impression."
And that is particularly true in today’s competitive sales environment.
Let’s take a look at a checklist that might
help you to take a hard look at yourself.
-
How often do you upgrade your wardrobe?
-
How often do you take your shoes to the shoe
repair shop?
-
Do you use shoe trees?
-
Do you maintain a neat, contemporary appearance?
-
How often do you have your hair cut/trimmed
or styled?
-
Are you aware of which colors are most and
least appealing on you?
-
Do you receive regular dental care/cleaning?
-
How neat and well groomed are your nails (men
and women)?
-
Have you read a book recently on up-to-date
etiquette and manners?
-
Do you work hard at having your accessories
accentuate your clothing?
You may be reacting this way at this point.
"I’m not a model, I’m a salesperson. I don’t need this!" You may want to
re-think your response. And you may want to answer these six questions:
How well does my personal image reflect my
product, company and level of service?
Do I feel that I am investing enough back
into myself in order to improve my image?
When prospects and customers are asked about
me, my appearance and presence what do they say? How do they compare me
to other salespeople who sell the same product or service to them?
Does my appearance help or hinder me? Or is
it "just" neutral?
Does my appearance boost my feeling of confidence
and competence or does it reduce it?
Do I understand the role that appearance,
grooming and presentation play in sales success?
Your awareness to have questions will tell
you a great deal about the level of awareness you have. From my perspective,
after over a quarter of a century of selling and presenting, it took a
real slap on the side of my head to even get my attention with regard to
the importance that image and presentation can play in your sales career.
How about some tips?
-
Take an inventory of your closet. If you’re
like most of us, Goodwill or other like charities will have a field day
as you discard a lot of what you have been hoarding.
-
Select a regular stylist and go as often as
necessary. Educate them as to your profession, desired look, image and
type of customer.
-
Engage a regular clothier. Educate them as
well with regard to the same information.
-
Buy a full-length mirror and regularly check
your overall appearance to include shoes, heels, condition of shoelaces,
etc.
-
Give yourself a critical, but caring eye every
time you are going to be interfacing with a prospect or customer.
Above all, remember that the key is not necessarily
to dress too far above your customers nor should you dress just like them.
Instead, remember to dress in a manner that is neither intimidating nor
flashy. A good rule of thumb is to dress one notch above your customers.
Not to be intimidated or arrogant, but to reflect the professional image
that is so essential to communicating an air of confident professionalism.
To be seen as a viable and safe choice of valuable and profitable solutions.
Is image important to sales success? What do you think?
|
