In the next three articles, we want to look at a very significant part of sales; Image. In sales, it is essential to have three major themes in your individual salesmanship. First, it is very critical to have a process in how you sell your products. I will be introducing The Sales Cycle in the near future. The second and third theme is product knowledge and support from your company, which we will discuss in the future.

In the next three articles, I want to cover the greatest theme in salesmanship, Image. What is Image? The American Heritage Dictionary says: Image is the character projected by someone or something to the public. For us as sales people, who is the public? It's a basic question, isn't it? The obvious answer is; the public is the potential customer or customer, if you are a customer relations sales person. We want to look at two points of view by many in sales today. First, there is the point of view that all sales people should be dressed in suits for men and dressy suits or nice dresses for women. Of course, we need to be well-groomed, with good personal hygiene, too. This is the look for the trained professional in our business world. If you prefer, you can label it "The IBM look". The other point of view is in two parts: First, there is the view that it really doesn't matter the way you look. You can wear pants with holes in them or dirty shirts.

People are going to buy your product, not you. I have heard this many times, as I do seminars throughout the country. The other part of point two is: it is okay for us to dress casually in today's business world. You can wear polo shirts and a pair of casual slacks. Customers will accept this today. Who is the customer? Who is projecting this Image today? Where do you stand on dress? Owners, CEO's and sales management may think a lot differently than a sales person. There are three different thoughts when it comes to dressing for success. You need to subscribe to one of them. In the next article, we will give you feed back from an owner/CEO who has an opinion on this subject, and I will give you my point of view, too.


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About the Author

As a business consultant, I have had the privilege of working with some companies internationally, and I really enjoy working with people from other cultures. I have learned so much from friends that we have in Japan, Australia, England, The Philippines, Korea, and Costa Rica, just to mention a few.

Presently, I am a Business Consultant for One Cup International Consulting Group