Green Sheet

ress for success has become THE mantra for every professional. This catchy phrase is not just a basic tenet of Business 101. It's bandied about on Madison Avenue as well as on the singles scene. Whether it be attire for a boardroom or a baseball field, without the proper uniform you've already lost the game. Looking successful projects the image that you are successful. Even more important, you'll feel successful. For the sales professional, it takes on special meaning. Merchants run the gamut from highly stylized to comfortably casual. One account requires a suit while the other calls for a polo shirt. Despite what the dress code calls for, certain rules transcend all. Consider the following as you select your next outfit:

Stand out for your ability, not your Armani. Are your clothes making such a bold statement that people remember you for your outfit and not your assets? Customers buy from sales professionals with expertise, integrity and competence. If they can't get past your wardrobe, how will they see the value of your product and services?

Boring is just as bad as bold. Now is not the time to blend into the woodwork. Competition is fierce. Wearing clothes that make no statement really do. They're saying there's nothing special about you or your offerings. Find the balance between hot trend and ho hum.

Consistency is stylish. Hand in hand with "dress for success" is the other foundation of financial fortune - you don't get a second chance to make a first impression. However, don't make the mistake in thinking that the second and subsequent meetings mean you can forget about making that same impression. Consistency in your attire tells your prospect they'll have consistency in your service.

Birds of a feather. Sales is all about subconscious signals. Merchants will gravitate toward a vendor who resembles them, whether it be wit or wardrobe. If you are determined to snag that car parts store account, drop the tie and don a workshirt.

Follow the fashionable. We all have colleagues we admire and respect. We all know the top sales professionals and, on more than one occasion, wish we could be more like them. Why not use their style as a guide? Your role model could be the perfect fashion model as well.

It's all about accessorizing. Just as you are the master of detail when it comes to contracts and sales calls, extend that mastery to your business appearance. The small details will make the big difference.