Sales Training Seminars and Tips

Wrong Clothes? No Close

You’re taught to plan for success in selling, but how well do you plan for failure? Bill is now a highly successful sales trainer whose clients fly him around the US to coach their reps. But he wasn’t always so competent. Here’s his story about dressing for an interview:

As a rookie rep, I was extremely proud to land an appointment with an executive at a very large company. I was excited to fly into Indianapolis for the call, but I didn’t think to double-check my suitcase for any missing items the night before.

On the morning of the call, after showering and putting on my new “selling” suit, I burrowed through my suitcase for my dress shoes. I dug some more and then frantically began clawing into clothes, hoping to find a handful of stiff leather and laces. When I couldn’t find anything, I realized I’d left them at home.

Next to the bed sat my bright white, high-top tennis shoes. It was all I had to cover my dress socks with. Then I began to get nervous about everything. I started to sweat in my suit, so I reapplied deodorant. I took a long look in the mirror, starting high and going down, and saw a young salesman with anxious eyes, a beautiful suit and the latest Converse fashion statement.

I was running late, so I spritzed a quick shot of hairspray and bolted for the elevator. The woman riding with me made loud sniffing sounds, and I quickly realized my deodorant was overwhelmingly fragrant.

My introduction to the buyer became a study in nonverbal gestures. His right eyebrow lifted as he glanced at my shoes, his nose wrinkled when I leaned in to shake his hand and his lips tightened as I began my presentation. I was so distracted and preoccupied by my personal blunders that I did a miserable job of selling my product line.

I lost the sale, of course. My final humiliation came as I left the building. The elevator I was on opened up to waiting employees. Six pairs of eyes simultaneously focused on my waist. My zipper was broken. It was open. I didn’t even have time to change my trousers before my return flight.

Postmortem

Bill’s story made me think of an old-time insurance selling rep who was robbed — of his clothes. The rep was collecting sales door-to-door, and the thieves figured if they took everything, he’d be less likely to react quickly as they got away.

Have you ever spilled coffee or spaghetti on your clothes during a workday? How easy is it to put a spare shirt or blouse and some slacks or a skirt in your trunk? Bill now always has a complete change of clothing when he is out selling. His spare garments are with him whether he is on a local appointment or away from home. On the day you use those items, you’ll be grateful you planned ahead when seemingly minor blunders don’t cost you a job or a sale. Pack a spare outfit, starting tomorrow.

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