It’s unusual but as the sales mentor and advisor it’s rare that I use a tie anymore.

And do you know what I don’t miss them a bit!

I was reading through a vintage marketing ‘text book’ coming from the early 1990's recently and was caught by the Way in which the advise has dated a great deal within just ten years. I won’t give the name of the book because it was once regarded as the best sales texts books available and it would not be right.Some of the tips that were given with regard to dressing for success were:

Men’s suits needs to be solid blue or gray, pinstripe or chalk stripe or modest gray plaid. Made of wool or perhaps polyester that appears similar to wool, is preferred. The darker the suit, the more influence it carries, while black is funeral. Men’s tops and ties are important. In general, tops ought to be white or pale blue or just include modest stripes………The age range of the sales person and the guest they are facing can alter the selected attire. For salesperson, significantly much younger compared to his buyers, significantly buyers along the age forty-eight, it is prudent that the particular salesman follow the high authority style of a dark suit along with a white-colored top.’

Wow!

What detailed and distinct tips. What will happen to buyers within the age of 48? Is there some common ‘experienced shopper menopause’ state that kicks in? Do you reckon that maybe true in today’s ultra-modern business community?

Actually I don’t but I would want to listen to your thoughts. In my opinion I do believe you need to get dressed appropriately for the circumstances. So if you're in a marketing situation you should take time to learn the position of the person as well as business you're likely to see.

Planning this way still is really quite typical. I was in fact at an event not too long ago and chatting away to somebody who said:

"This event seems to be better than the last one I visited in London. It turned out rife with scruffy gits, who couldn’t dress correctly and not one of them is sporting a suit!"

Stay away from taking a short sighted frame of mind like this in todays contemporary business environment. Some of the most affluent, powerful, forward thinking business owners I've met will never ever think of sporting a tie, let alone a suit. Some you wouldn’t get rid of their particular flip-flops! Nevertheless, if you've been trying to sell to this person (he was a Sales Director) you would never get anywhere without a suit at the very least. It’s not appropriate since all of us like to believe everyone is evaluated on the value we carry as opposed to appearances, however it still happens.

My very own personal philosophy was significantly molded during my teens and in particular one occasion when I went to purchase a car. While I was 19, I was privileged to be in a situation to go and purchase a brand new Volkswagen Golf by means of the family business. Even though I was technically a university student during the time it was to become a ‘company car’. The issue was I dressed up just like a student. And not a very good one as well!

I recall walking through a few showrooms where the sales staff simply ignored me as though I was not even there. Yes, I appeared scruffy but I as good as had a cheque for £15,000 in my jean pocket to invest. I never actually found anyone to take an interest in me and had to force myself upon a salesperson when I got tired of looking around garages. I will never forget that lesson.

Be mindful whom you judge!

If you're in sales then simply dress adequately. If uncertain you can’t make a mistake with dressing smartly or one way of putting it is to be sure you dress how the people who advise your prospective buyer dress i.e their bank executive and accountant.