Successful Selling Starts with Selecting Appropriate Attire

Success in the sales industry starts in the closet.

Mike Robinson, broker and owner of Exit Realty Northwest, spends a majority of his day finding the perfect home for eager househunters. But the five-minute process of choosing what to wear in the morning can sometimes mean the difference between closing a deal and closing the door on an opportunity.

In today’s business community, presenting a neat, professional appearance is the first step in navigating a successful transaction.

But an outfit that’s too formal can overwhelm clients, and an appearance that is too casual can send the message of apathy.

Selecting the proper outfit for each client, meeting and occasion is a tricky yet all-too-important task that professionals in the sales industry must learn to master if they want to make it to the top.

“You always want to look like you have business in mind,” said Liz Fulton, owner of Town & Country Shop in downtown Fayetteville. “People sometimes forget that a simple, clean and professional look is always noticed. I always remind people that you never get a second chance to make a first impression.”

Lorrie Madden, sales manager for Arvest Bank in Rogers, said years on the job have helped her learn how to dress appropriately for different clients and occasions.

If the day entails a walk through a warehouse, Madden knows that flat dress shoes and slacks are the right choice. But on the days she makes a presentation, the heels and suit are on.

“You always want to be conscious of the image you are portraying with your clothing,” Madden said. “Make sure it fits the situation.”

Understanding a client’s work environment is very helpful in deciding how formal or casual to dress for the appointment.

If unsure, Madden said, opt for a pair of dress pants, a blouse and a blazer.

Donny Hubbard, co-owner of Baumans Studio Northwest, said neutral colored suits, a clean, pressed button-up shirt and a tie are a sure-fire way for men to look like they mean business.

It never hurts to add a few nice touches to an outfit to make it more personable, said Monica Terminella, owner of By Request in downtown Fayetteville. Just be sure to keep it professional.

Fulton said she sees some professionals that take the lax office dress code a little far. An outfit that is too casual can give the impression you do not care about your job and have not put effort into your appearance Fulton added.

“Although many offices still have a business casual dress code, people need to remember that business is the first word, not casual,” Fulton said.

But professionals can go to the other extreme and choose an outfit that is too much.

An outfit that is overly formal can often make clients feel uncomfortable.

“For me to wear a three-piece suit to the office is maybe a little much,” Robinson said. “If a client came in wearing jeans and a sweater, which many do, I feel like they might get the impression that I am looking down on them. I don’t want to convey that image. I want to dress to make my clients feel comfortable around me.”

Because the Northwest Arkansas business community tends to favor a business casual dress, Madden said she is hesitant to wear a formal business suit unless she knows the situation calls for it.

Selecting the proper outfit and presenting a professional appearance is one easy way for those in the sales industry to get a leg-up on the competition, especially in today’s slouching economy, Hubbard said.