Persuasive selling skills require that you know how to act and how to dress. What you wear says more about you than you would guess. People are very judgmental even though it seems like they should not be. It’s a fact you can’t change that but you can do everything in your power to influence it.
What would happen if you went to go and buy a blender and the guy who showed up to sell it to you was in a three piece suite, a shirt with French cuffs and $800 shoes?
- · Would you be comfortable with that sales person?
- · Do you think that salesperson would have a tough time influencing you?
- · Yes or no would you buy that blender from the salesperson
Most people may say no unless they as a buyer were in a super high end store where it was expected to have salespeople dress as such. Sales failure happens from not paying attention to your clients including their internal belief about you. Sales success comes from knowing the perceived needs of your clients.
So what does this all mean for you as a persuasive sales person or your persuasive sales skills?
How you dress has everything to do with how you persuade the people that you sit in front of.
- · Your clothes are not clean
- · You have excessive wrinkles in your suite
- · Your tie isn’t straight
- · Your shoes need to be shined
- · Your hair isn’t right, bad breath, food in your teeth or even nose and ear hair (as extra bonuses)
So there are two sides to the coin you can be under dressed to persuade or you can be over dressed to influence. You may be causing yourself to have to overcome objections that do not need to be dealt with. Sometimes for you to learn how to increase your sales you need to understand what type of view that the people have that buy from you. You may have to ask your clients what type of dress that they are comfortable with or even try a few different options for outfits. People love to evaluate others so it may not be as difficult as you are thinking.
There is more of an aspect to the way that you dress it also encompasses the words that you use with your clients or potential clients.
If your sales skills require you to use huge words and technical phrases then do so. If you think that you will impress the people that you meet with by showing how intelligent you are well then you will just frustrate the potential clients and then you will get told no in one way or another. The average person in the United States has the reading skills of an average 8th grader and the vocabulary of a 6th grader. So frustrating a person or a potential client with your words will happen.
Typically sales people when in a sales slump grasp for straws and start changing up their sales techniques. This sales slump will get the sales people to change phrases or use words form a $100 dictionary when they should be using words out of a $1 dictionary.
If you would like to build trust you are going to have to build some rapport. Rapport doesn’t include displacing the feelings or the people you are trying to sell to by using big words or confusing the people with your dress.
True persuasion comes from being able to blend in with the people that you are working with, that means: the way you dress, the way you talk, the way that you act according to gaining rapport. At most you should dress slightly better than the people you are working with unless you absolutely are required to do something different. There are times where being fully dressed up in suite and tie is needed to build credibility or to have the type of persona needed to make some sales. This extreme has to be set up correctly and most people cannot pull it off without the right type of training.
Persuasive sales skills have so many facets including:
- · Clothing
- · Speech
- · Questions
- · Negotiation skills
- · Persona
There is much to be learned and implemented and this takes time. Expecting to master these persuasive skills in one weekend is truly unrealistic. Your persuasive sales abilities will be learned over your lifetime.
As always I would like to thank you for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Successful Business Team by photostock, Word Law In Dictionary by Jeroen van Oostrom