Closing Sales - Your Appearance Counts

Here is article number five of our 20-article serieshim to feel superior to you.  By dressing down,
about closing sales and Becoming an All-Star Salesyou create a more relaxed atmosphere.  This
Person.  This one deals with your visual approachreduces the stress level that is commonly
to the prospect.experienced in a sales situation.
Previously, we've talked about verbal andThe second school advocated dressing up.  You
non-verbal approaches and now, we're going tolook professional.  You look like your client's other
focus on a specific visual approach.trusted advisers, whether it's a banker, a CPA or
There are just two aspects to the visualan attorney.  By being well dressed you convey
approach to prospects.  The first is youran aura of success.  Many people feel more
appearance and the second is your bodyconfident when their adviser is someone who is
language.  We're going to discuss yoursuccessful.  They like to feel that they are
appearance today.working with others like themselves.
We'll be focusing on how you dress in this one. The choice is yours and I suggest you
Remember, you have only one opportunity toexperiment with how you are treated depending
make a good first impression.  There are twoon the way you dress.  Just be aware of what
schools to your appearance.  The first, I call theyou're doing.  Make note of the different
David Sandler school, which is to dress down. reactions that you receive and then decide how
When you're not especially well-dressed, youyou want to appear to your prospects and clients.
make your prospect feel comfortable with youWhat you've just done, you've raised your
because you're not quite as well dressed as heawareness regarding how your appearance
is.  This is certainly not intimidating to youraffects others.  You're continuing to build your
prospective client.  In fact, you are encouragingrapport level.