Today I offer some insight into the business world's conservative but justified stand on appearance. During my 15 years as a sales rep in the electronics industry, I became closely acquainted with several of my accounts. These account managers consisting of purchasing supervisors, engineers and upper level CEOs confided to me some business faux pas that made them chuckle as soon as either they or the sales rep left their office. Appearance is everything in the business world. Being a conservative world, keep in mind some of the actual perceived boo-boos observed by business management that I'm about to share with you. These are true stories. There are no names mentioned to protect the innocent. One CEO commented he had the exact same tie as a particular sales rep who called on him. The CEO was initially impressed with the apparent good taste demonstrated by the salesman. Upon closer scrutiny of the tie, it was discovered that a mustard stain graced the Italian silk, hand-painted masterpiece. It struck the CEO as amusing. After about ten minutes into the sales rep's pitch, he also noticed something crusty stuck to the tie in addition to the mustard stain. The CEO had to excuse himself so that he could release the laugh he was stifling for the last 20 minutes. The sales rep was selling industrial cleaner. Moral of story: Check a mirror before going into an account and carry an extra tie in your briefcase for those post lunch meetings. Unless it's mandatory, don't wear a tie at all. Bright red nail polish on women is a turn off to a possible prospectus. One account manager said, "All I was able to look at were long red talons. I couldn't keep focused on the presentation. The red nails were scary." It would be even scarier on a man. Moral of story: Clear nail polish for women, no nail polish for men. Multiple earrings on both men and women make business executives want to run the other way. One comment, "Are they selling jewelry or electronics?" Another comment, "I kept trying to figure out how she could get all those holes in her ears without demolishing the whole ear." Last earring comment, "It looks painful." Moral of story: Women keep earrings to a pairone in each ear. Men, wear no earrings at all. If you must, keep it to a single, tiny earring. After a successful sales day, I decided to call on my last account late in the day rather than first thing in the morning. I had that option. I walked in, sat down, and felt confident after having booked $100,000 worth of business. I also felt "sparkling" that afternoon. After talking with the purchasing manager, I went on to the engineering department where I presented a new product that we had just manufactured. Everyone was interestedmaybe a bit too interested. I noticed a few smirks, but figured my buoyant mood was contagious. The engineers wanted samples of the new product for a prototype and the purchasing manager wanted me back in a couple of daysa sure sign of a sale. When I got into my car, I inadvertently checked the rear view mirror. I was horrified! There were three poppy seeds stuck between my front teethlittle black specs that appeared to dance in the sunlight. How embarrassing! Those smirks I detected earlier were suppressed laughter. Moral of story: No more poppy seed rolls with lunch. Check your rear view mirror before entering an account, not after. While negotiating the world of business, think conservative. Check for food stains; no long red nails, forget the multiple earrings, and be sure to check for poppy seeds between your teeth. Copyright 2005 By Pamela Beers. All rights reserved. |
