So, once again you’re in your “stiff suit” ready for another sales day. It's 98 degrees out, 70 percent humidity and the competitor just walked through the same office you’re calling on. He’s in khakis and a polo shirt, and everyone seems to love him; what’s your next move?

Depends on what you want. You want sales and a better commission? Studies suggest you stay in your suit. Here’s the breakdown for the three top rules of the road when it comes to image and how to make sure you’re on the playing board and ready to make your move.
  1. Don’t Mistake Fitting In with Looking the Same – Nine out of ten times the customer wants you to appear the part, which for them, means a business dress code, not their office dress code. Just because the customer’s office is casual doesn’t mean you get to be. Don’t mistake fitting in with looking the same. I recently spoke to multiple physicians in a busy family practice doctors’ office in Southern California that has pharmaceutical sales reps in their office all day long. When I inquired what they expect their top reps to appear in, they all stated business dress. What does that mean? That means a suit for men, with the absolute minimum being dress slacks and a tie.  One physician said it particularly well, “Listen, I see on average twelve reps per day, and I see everything from suits to pink polo shirts. The suit says to me that rep takes his or her job seriously and it makes me respect them more. I know they’re getting in and out of their car all day and it’s not exactly comfortable. But, I’ll tell you, I see a rep at 4:30 in the afternoon on a Friday in my office and they’re still in their suit – I’m gonna see them.” Your clothes can get you in the sales call.
  2. Get Yourself Fitted, Pronto! – When does a rumpled suit ever look good on anyone? Hello? Anyone? It doesn’t! You own a mirror, please use it. You have a friend that speaks their mind, please use them. You have a professional fitter, please go see them. You do, you just didn’t know it until now. Don’t just take your friend’s, girlfriend’s or mom’s advice. You don’t have to be rich to have a professional tell you how to wear a suit, what style works best on you and what size you are. Go to a department store, preferably a Nordstrom, Macy’s or Bloomingdales or something comparable. Go to the men’s store, ask for help with suits, shirts and ties and ask the salesman to work with you.  You don’t have to buy anything that day. They know that building relationships is key to future business so they’ll help you, even without a sale that first day. Be up front with them and let them know you need help understanding what makes the right image clothing for a sales representative.
  3. Don’t Forget the Wrapping Paper – So, you’ve committed yourself to wearing a suit to portray the success you want to have. You’ve gone to a professional fitting and you’ve taken notes on all they have to offer. You’ve even had a few hems taken up, a few jackets taken in and have put away your bolero ties. Now what? Now, go look in the mirror again. What’s with the hair, the tattoo, the white socks and the pinky ring? Clean it all up!  It does you no good to be halfway there.  Make sure you’re hair isn’t shaggy, your beard scruffy, your tattoos hanging out for all to see and trade your gym socks in for the real deal. And do I really need to say it? Stow the pinky ring away for today. Save it all for the weekend. The statement you want to make is success and confidence so recognize that goes for everything that’s on your body, not just your suit.
Now, go make a sale!