The third of the five elements to the acronym for the HEART of sales is Appearance.
Your Appearance is Your Prospect's First Impression of You and Your Company
This may seem all too obvious to mention but it is so very crucial to how your customers view you. I am not judging anyone here, but the fact is, people are people and if you do not look the part of someone who is on top of their game, it will be difficult for your potential buyers to see you as being credible.
Whether you wear a company uniform or business clothes, make sure that your clothes are cleaned, pressed and fit properly -- they should mean business -- this is not the time to be making a fashion statement. Stay away from loud colored clothing or extreme fashion statements like bulky jewelry, body jewelry, tattoos, excessive colognes or perfumes, flashy shoes, and revealing clothes. Keep your personal hygiene impeccable -- this includes keeping your fingernails clean. Always dress modestly.
When you get dressed take a careful look in the "long mirror" and make sure that what you are wearing does not take away from you. Wear clothes and accessories that are simple and professional so that you shine through. There may be an exception to this if you are selling in the fashion or beauty industry but for most these suggestions will apply.
Your appearance also comes through even if you're selling over the phone. Believe it or not your posture can be detected through your voice as to whether you are sitting up straight or slouching. Never eat, smoke or chew gum while you are on the phone. The phone is a microphone and it picks up more than you could imagine.
If your desk is disorganized, this is also picked up over the phone, especially if you can't find something and you have to rustle through papers to find it. Keep yourself organized and well mannered whether you sell in person or over the phone and this will pay off for you big time.
Likewise, if you are making sales appointments or have a sales route keep your vehicle clean both inside and out. You just don't know if your customer might see you pull into their lot, or they may even surprise you and come out to your car. This is not the time to have piles of papers and "what-have-you" inside your car. This can translate to your customers that you are someone who lacks good organizational skills. They may think to themselves, "If this person cannot take care of themselves, how can they take care of my needs?"
