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04/01/2025
Dress to Express Success
Source: Bill Farquharson, The Sales Vault, March 31, 2025
I was listening to a presenter discussing some sales basics. One of the things he talked about was how you present yourself as a salesperson. He talked about apparel; how to dress. He talked about looking someone in the eye and offering a firm handshake.
He even went so far as to talk about the vehicle you drive.
This reminded me of a long-standing conversation I've had with my brother over the years. The question is, should you drive something that displays your success or should you drive something more...humble?
There are two arguments:
- Drive a luxury vehicle and you certainly send the message that you are good at what you do. But you risk sending a second message: you are high-priced.
- Drive a more economical vehicle then someone might wonder, “How good can he/she really be?”
I will let you decide for yourself. What I will tell you is, the overall image—your clothing, hair, shoes, and vehicle—must be clean, cared for, and professional. You are the product. You are the primary reason someone chooses your company as a vendor. How you present yourself matters.
My opinion is, drive the nicest vehicle you can reasonably afford. Dress one step above your target market. At every level of your sales journey—but especially when you are just starting out—invest in quality clothing that fits you well. If this is not your strong suit, find a friend to help or (gentlemen) consult your local haberdashery (Google it, kids). As they say, you only get one chance to make a first impression. Oh, and a word about Casual Friday: Don’t! Just don’t!
Whether they know it or not and whether they admit it or not, customers have an initial yes/no reaction when they first see you. Which would you prefer, “Wow!” or “Yikes!”
Go for “Wow!”
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