Your appearance plays a large role in the impression you make on someone, especially on your customers. Appearance is just about as important as body language, so make sure that you're dressed for the occasion. Shine your shoes. ; and. Professionals also make more money; could there be a relationship behind that fact? You bet. Thus, it is not a surprise that planning will … They also must keep a neat personal appearance and a clean work area. A... 3. Features of a good store layout include strategic placement of products, maximization of the store's square footage, theft prevention mechanisms and the encouragement of positive attitudes and sales. While eccentricity might be allowed and even embraced in some settings, most workplaces are conservative and want you to be too. So what can you do to ensure your customers return and have a positive impression? What’s more, today’s customers are quick to share negative experiences online, where they can quickly reach large audiences. Three Rules of Appearance . Curb appeal is important: No one wants to enter a store if your sign is only partially lit, paint is peeling, or your window displays are dusty, outdated, or disorganized. Keep your store neat, tidy and beautiful, and watch as the sales continue to climb. Buyers use them to create and evaluate inventory purchasing plans and classification planning budgets. The Matworks Company LLC.11900 Old Baltimore Pike | Beltsville, MD 20705, PH: (833) MATWRKSPH: (833) 628-9757FX: (866) 666-6733, © Copyright 2020 The MatworksTerms & Conditions. The heart of your business success lies in its sales & marketing. The … In the interview he also goes on to say that “While looks can be altered by clothing, cosmetics and other short-term investments, the effects of these improvements are minor. When you practice your speech, it’s important to also work on your body language. People who work need to consider how they look. Your appearance is a reflection of motivation and professionalism Personal presentation is just as important as a skill or qualification and every employee of a company must understand and be fully aware of the effect of their personal appearance because your “overall look” symbolises what you are and it is an instant communication of “first impression” to other people. Follow To demonstrate professionalism in sales, you must truly become dedicated to your craft. However, this is not true when it comes to hotel sales.Presentation of your hotel is extremely important if you are looking to sell your property to a qualified buyer at a desirable price. Women are often judged more harshly than men on their appearance. Any sales manager should care about the personal grooming habits of the reps on the salesforce for several reasons: Designed by Elegant Themes | Powered by WordPress. Here I will focus on the important subliminal influence of a person’s facial appearance. Store managers must determine the payroll based on time sheets. And ask yourself these three questions: We’ve created this useful graphic to illustrate the findings in this survey: As an expert in retail flooring, we can help you identify areas where consumers may perceive shortcomings in your store’s entryway and beyond. Disciplines > Sales > Sales articles > Three Rules of Appearance. Disciplines > Sales > Sales articles > Three Rules of Appearance. Visual impact is at least as important as verbal impact. Most aspects of your business depend on successful marketing & selling strategies. Top 7 Characteristics Essential to Sales Success [Infographic], 9 Ways You May Be Killing Sales Team Morale [Infographic], London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying, Building a Virtual Sales Team: 7 Considerations. Human are predisposed to judge others by their physical appearance, since visual information is the first kind of information we get about a person that we meet for the first time. There's no lotion or potion that will make sales faster and easier for you - unless your potion is hard … At the very least, your organization should evaluate the external presentation of your stores as part of you overall marketing efforts. Color psychology is an area of research that looks at how color influences our behavior and decision-making. Many interviewers suffer from a bias called the Halo Effect, which refers to the act of favorably judging someone’s character, in spite of the facts, if they are attractive. Be Clean | Be Smart | Be Neutral | See also . blog The real impact of store appearance on your bottom line. Wow. Studies have shown that people considered to be attractive earn more money and generate higher sales results. A sales associate may need to calculate a refund for a customer. You often can find these standards, commonly referred to as dress codes, in schools, businesses, organizations and even restaurants. Sales 7 Steps To A Positive Attitude & Better Sales “Your attitude will determine your future…”. People will very quickly make assumptions based on your personal appearance, including your facial expressions, the clothes … Three Rules of Appearance . Any sales manager should care about the personal grooming habits of the reps on the salesforce for several reasons: 1. I think personal appearance is important because it can show the attitude and politeness of treating people. ... Allure may earn a portion of sales from products that are purchased through our site as part of our Affiliate Partnerships with retailers. Every company comes with a different set of rules and policies. Whenever sales managers get together at company meetings, improving sales force effectiveness and high turnover rates amongst the sales force are invariably the topics for discussion. Posture stands for the position in which one holds his body when he stands, sits is or move about. All the latest insights on sales and sales hiring, .blogheadersmall{font-family:'ProximaNova',sans-serif;color:#fff;margin-top:0;text-transform:uppercase;font-size:17px;letter-spacing:2px;line-height:1.1em;margin:0 0 20px 0;font-weight:inherit;font-style:normal}.blogheaderbig{margin-bottom:0;position:relative;font-size:42.5px!important;color:#fff;font-family:'ProximaNova-light',sans-serif;font-weight:600!important;margin-top:0!important;line-height:1.2;margin:0 0 0 0;font-weight:inherit;text-transform:inherit;font-style:normal}.blog-underline{position:relative;content:"";border-bottom:3px solid #6eba57;left:0;top:10px;width:125px}. Recently I read the results of a sales survey of more than 2,000 companies. This is surprising, given the increasing challenges sales managers face in … We are generally stuck with what nature has given us in the way of looks.” Not good news if you are judged to have less than great looks. Appearance for Sales People It is a natural instinct to form an opinion of someone based on first impressions. ServiceChannel Executive Director Tom Buiocchi offers up insight on why an appealing, clean, and properly structured store isn't just a "nice-to-have" — it's an absolute must for today's retailers. How Peak Sales Recruiting contributes to limiting the spread of Covid-19. The Importance Of Appearance Within Your Salon Business 19th September 2016 In an industry built upon making people look and feel good, it is very important that you as a salon owner guide your staff to maintain a presentable client facing appearance whilst taking care … Importance of Self-Image in the Loman Family 1483 Words | 6 Pages. Part of this has to do with the fact that we are typically engaged to recruit top B2B and complex sales people, who are involved in sales that are higher dollar value (and made over longer periods of time where looks are less of a factor) and where decisions are more cost/benefit oriented and impacted by emotional factors. ... Take into account your appearance, and use it to project an appropriate personal image. Why grooming is important for sales professionals and how to improve it. A good salesperson needs to satisfy a client’s needs. By taking a holistic approach, we are positioned to understand the needs, challenges and risks associated with all flooring solutions. Nearly all shoppers (95 percent) say that exterior appearance is important in their selection of a place to shop. In a perfect world, appearances don’t have an impact on business, but in the real world, unfortunately, looks seem to matter. A professional is a person who has dedicated him or herself to a career — regardless of the field. And, finally, it is important to keep both customers and sales employees satisfied. Clean and trim your fingernails. The appearance of your store directly affects the customer’s overall experience. One key to successful business is to always look professional for your customers. The quality of your work might be the most important thing but your appearance also leaves an immediate impression on your colleagues, including management. This Just In: Appearance Matters. Reduced Stress Means Better Sales Numbers. After your store’s external appearance has induced customers to enter, it is important to continue to make a positive impression. Sales organizations invest heavily in data and analytics in order to measure the potential long-term value of their customers. Importance Of Body Language In A Presentation. Do you think appearance doesn’t count in the workplace? We can succeed if we observe and put our body language to good use, and fail if we let our body language get the better of us. His research also indicates that attractive people sell more. A new study shows that appearances can also impact hiring decisions. The Matworks is a team of individuals with vast industry knowledge, committed to supporting the core values of its employees and customers. It is a natural instinct to form an opinion of someone based on first impressions. While it is important to have good looks, it isn’t everything. These consumers form an opinion of a business based on physical presence, which heavily influences their decision to shop at a location. It is important to recognize that the attitude an individual displays is a matter of personal choice. There is also the fact that more selling is done over the phone these days than ever before, even for complex sales. Your appearance plays a large role in the impression you make on someone, especially on your customers. We all can agree how useful it will be in an interview. This post makes it sounds like when you have good looks, you will be a winner in life without doing anything. ... ask a successful person whom you trust what you can do to improve your appearance. In an interview with the Wall Street Journal, Daniel Hamermesh, an economics professor at the University of Texas in Austin, and author of the fascinating book, “Beauty Pays: Why Attractive People Are More Successful” says that attractive people are likely to earn an average of 3-4% more than a person with below-average looks and that an average-looking worker is likely to make 1-2% more over a lifetime than an ugly worker (his words, not mine). The studies aren’t necessarily conclusive, but I know this from being in sales for many years: buyers do judge  – appearances matter in sales and in spite of any conscious efforts to be objective, this judging is happening at least some of the time if not most of the time. As you can imagine, a negative shopping experience does not translate into a sale for your store. Posing Posture: Ability to Listen. Appearance Is Everything in Sales. Their experience dictates whether or not they make a purchase. There are three rules that all salespeople should use when deciding what they should look like to customers. Store Appearance is Critical to Retail Sales February 9, 2016 A store’s physical appearance matters — and it does so significantly, according to several recent consumer surveys. Hotel Sales Presentation Strategies. Significance. A level of elevation up or down in your fixture and fittings will create a bad effect on your sales … You can be certain these stores will usually be clean as they typically place an importance on achieving a … Like so: 1) why your customers hire you, and 2) why you do what you do better than anyone else. Second, study fashion and proper dress so you know exactly what to wear and in what combination. Target Training International, has administered psychometric tests to tens of thousands of sales people since the mid 19080’s in over 90 countries. Appearance does count and how you appear to others can make or break a job opportunity or your success on the job. An objective hiring process and screening strategy helps mitigate this issues (see the Top 3 Reasons to Have a Structured Hiring Process). As I pointed out, appearance of sales people may or may not be a factor in success depending on the role, but it definitely paves way to the formation of strong impressions – positive or otherwise. Appearance is just about as important as body language, so make sure that you're dressed for the occasion. The company’s founder,  Bill Bonstetter, has this to say about the impact of looks on performance: As a result of our twenty years of research, development and distribution of assessment tools to measure performance, we have been telling organizations that it is what’s on the inside, not the outside that counts, especially in sales performance. A store's layout has an important impact on how customers will behave and make purchases. A critical factor in clinching sales online is the appearance of the product in the photo images This also comes into play with the design of the website. A store's layout is one of the key strategies in its success. We see this a lot in sales hiring. Studies show inappropriate dressing or grooming causes 40 percent of job rejections. While it is important to have good looks, it isn’t everything. Another important aspect of visual merchandising display that affects in-store sales, is the fixture and fittings. While there is no research that proves that looks have a significant impact on sales success in complex sales, there is little question of one thing – that the smartest sales people tend to be the most successful, so that’s where we put our money. We provide innovative ways to increase your Sales and Fixed Ops through his concept of “Inspirational Selling”. Gain an edge by dressing appropriately for the situation and making sure you are neatly groomed. Our comprehensive flooring solutions are designed to meet the unique needs of each of our customers. With 95% of consumers reporting that exterior appearance is important in selecting a store to shop, the survey results suggest that retailers across the board, from restaurants to big-box outlets, should focus on the external presentation of their location to ensure there are satisfied customers inside. Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. Proper appearance gives the impression of professionalism and contributes to trustworthiness and respect 2. A study done this year by the American Society of Plastic Surgeons found that some 73% of women felt a youthful appearance played a role in getting a job, getting promoted or keeping clients. While examining their sales forces and reading articles in Sales and Marketing Management magazine, they seem to ‘accept’ that 80% of all sales are made by only 20% of the sales force. Unfortunately, they matter a lot. The data shows that consumers form an opinion of a business based on physical presence, which heavily influences their decision whether or not to shop at a location. The audience encounters Uncle Ben during Willy Loman's hallucinations of the past and as a result, it is tempting to disregard his character as just another creation of Willy's delusional mind. Iron your clothes. A person can accept you or reject you in the first 30 seconds, based on appearance alone. “People share, read and generally engage more with any type of … Sound Health: They found that only 63 percent of salespeople hit their quotas last year (down 7.62 percent from 2013). Therefore, if your personal appearance is good, it … Sales Training Tips: Appearance for Sales People. This is especially important if you’re competing against big brand, chain stores. You’ll make consumers trust you. Very young employees who do not look professional may worry older clients who will be entrusting the business with a great deal of responsibility; older, traditional employees may not give off a "cutting edge" vibe to a client looking to … We see a lot of very successful sales people who are not what you would consider overly attractive. in Sales Discover thought leadership, tips, and resources to help manage your business in a time of need. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). When used in marketing, for example, different colors can impact the way buyers perceive a brand in ways that aren’t always apparent, such as how certain hues can increase appetite. 39% said they won’t enter a store that doesn’t “look like a place I would normally shop.” Once Inside, Continue to Impress. As I pointed out, appearance of sales people may or may not be a factor in success depending on the role, but it definitely paves way to the formation of strong impressions – positive or otherwise. Here are a few examples that show how important a great attitude is in sales. Consider the exploding personal care and grooming industry… A young sales rep takes advice from a seasoned sales rep and learns that how he presents himself and dresses is everything. Stand in a confident position, make eye contact, and ensure your handshake is ready to close deals. If you do it right, people will … the Top 3 Reasons to Have a Structured Hiring Process, 6 Common Traits of Top Performing Sales Organizations, 65 Sales Interview Questions to Ask Sales Candidates, Sales PIPs (Performance Improvement Plan) for Underperformers, Proper appearance gives the impression of professionalism and contributes to trustworthiness and respect, Casual appearance indicates a casual approach to the prospect’s needs, Proper grooming instills confidence in sales people, Grooming can impact the attractiveness of a person and swing the odds for all the reasons we discussed above. Respect your company’s rules. Are we turning potential customers away without knowing it? More than two-thirds of consumers say they have avoided a place of business based on its external appearance, which could drastically impact your company’s bottom line. Throughout our lives, we are typically told to not judge a book by its cover. Better position. We know that without the right sales DNA, a sales person won’t be successful, no matter how they look, so every hiring manager needs to be aware of the negative impact of the Halo Effect on hiring results. It’s more important than ever to support customers on every channel from day one and establish what good customer service looks like internally and externally. Retailers use layout to influence customers' behavior by designing the store's flow, merchandise placement and ambiance. It is important to recognize that the attitude an individual displays is a matter of personal choice. In any organisation, the sales department plays a pivotal role in the success of the business. The studies mentioned above focussed more on sectors with short sales cycles and more face to face selling. For instance, in a more recent study on the hospitality and retail sectors in the United Kingdom, Warhurst et al. Here's another reason why they come in handy for a sales manager. He was also Vice President of Sales for PointShot Wireless. A store’s physical appearance matters — and it does so significantly, according to several recent consumer surveys. If you do it right, people will … The Importance of Appearance - David Lewis David Lewis. This means that it is up to you to choose to … Recently I read the results of a sales survey of more than 2,000 companies. Despite the old adage “you can’t judge a book by its cover,” you can, in fact, set standards of dress for certain places. Other researchers have found similar results. Follow some basic rules: Be neat. Survey results found that 95% of consumers consider a store's exterior appearance an important factor when deciding upon a place to shop, and more than half will avoid a store if the exterior appears to be poorly maintained. Employee appearance is an important consideration when meeting potential clients, especially if the employees look very different from what the client typically sees. Obviously hostility or tardiness aren’t minor infractions, but the findings certainly support the importance of appearance. Is the environment of our location consistent with our target customers’ expectations. The overall marketing umbrella covers advertising, public relations, promotions and sales. Still, computer programs, especially spreadsheet applications like Excel, are important tools. Loading ... Why Sales is Important - Duration: 7:00. Read a book, take a seminar or even hire an image consultant. In fact, those employers surveyed ranked poor appearance higher than being a “hostile, overbearing know-it-all” (reason number nine) or “late for the interview without good reason” (reason number 28). The only way to find out what … Casual appearance indicates a casual approach to the prospect’s needs … The idea that appearance might be so influential is remarkable in light of the billions of dollars spent each election year to advertise candidates’ records, views, and personal qualities. Be Clean | Be Smart | Be Neutral | See also . This means that it is up to you to choose to … Life is what we create, character is the most important and long lasting thing that’s far more important than temporary physical appearance. What we are fighting is the myth that hiring people who look and sound good leads to good performance. First impressions are very important - they can be about attitude as well as dress. When it comes to presentations, body language has the power to help us succeed or fail. Marketing is a process by which a product or service is introduced and promoted to potential customers. One of a sales manager's most important tasks is conveying information from upper management to the sales team. Keep Everything Timely. Here are a few examples that show how important a great attitude is in sales. Many people spend a great deal of time working on their personal appearance because to them, appearance and presentation is everything. Well, think again. Why grooming is important for sales professionals and how to improve it Published on Jan 25 2020 Although it’s very common to say that looks don’t matter in a sales job and you shouldn’t judge anyone with their looks, the reality is that looks does matter. Appearance for Sales People . Grant Cardone 7,435 views. The data shows that consumers form an opinion of a business based on physical presence, which heavily influences their decision whether or not to shop at a location. If the plan is poorly executed, the customer might have a frustrating time understanding the … Peter Reingen, a professor at Arizona State University, conducted a survey in the pharmaceutical industry and found that physical attractiveness was correlated with buyer impressions of like-ability, trustworthiness, communication abilities and a salesperson’s adeptness at selling. Thank you for reading this article about the importance of a first impression and why everything counts when becoming a leader. Whenever you plan, you plan to succeed. Published in 1949, Arthur Miller’s Death of Salesman is a post Second World War American drama that highlights the plight of isolation and desolation experienced by the common man, as symbolized by Willy. Branding is about the consumer, not us. This is a loaded question in every sense. One key to successful business is to always look professional for your customers. For instance an interviewer might think a person is friendly, which leads to a false assumption that they are also smart and capable.