Do you ever wonder if you're dressed most effectively
Do you ever wonder if you're dressed most effectively

for that next sales meeting?
for that next sales meeting?

The data suggests that prospects actually
The data suggests that prospects actually

make instant judgments about a sales person
make instant judgments about a sales person

which has a massive influence on whether
which has a massive influence on whether

they're ultimately going to purchase or not.
they're ultimately going to purchase or not.

Having the right appearance for a sales meeting
Having the right appearance for a sales meeting

can actually make a much bigger impact
can actually make a much bigger impact

on the sale's outcome than you might think.
on the sale's outcome than you might think.

In fact, getting it wrong could put you
In fact, getting it wrong could put you

at a huge disadvantage in your sales meetings.
at a huge disadvantage in your sales meetings.

In this video, I'm going to show you how
In this video, I'm going to show you how

to dress for sales meetings.
to dress for sales meetings.

Check it out.
Check it out.

Number one, take into account how your prospects dress.
Number one, take into account how your prospects dress.

So, this is really, really the most
So, this is really, really the most

important point that we can make here.
important point that we can make here.

Which is that, generally you wanna dress
Which is that, generally you wanna dress

pretty similarly to you prospects.
pretty similarly to you prospects.

And so, I'm gonna get into a little more nuance
And so, I'm gonna get into a little more nuance

in just a minute but overall what you wanna first do
in just a minute but overall what you wanna first do

is take into account the types of dress
is take into account the types of dress

that your prospects typically have.
that your prospects typically have.

So, I'll give you two very different examples.
So, I'll give you two very different examples.

Let's say you sell in the investment banking world.
Let's say you sell in the investment banking world.

Now, in the investment banking world
Now, in the investment banking world

your prospects are going to typically be,
your prospects are going to typically be,

most likely, in suits.
most likely, in suits.

Alright so if you're selling to people
Alright so if you're selling to people

who are very often wearing suits then
who are very often wearing suits then

that's a really important indicator.
that's a really important indicator.

You don't want to be dressed
You don't want to be dressed

way more casually than those folks.
way more casually than those folks.

On the other hand though, if let's say you sold
On the other hand though, if let's say you sold

to Silicon Valley entrepreneurs or just your typical,
to Silicon Valley entrepreneurs or just your typical,

run of the mill homeowner, these people are much more likely
run of the mill homeowner, these people are much more likely

to be dressed very casually.
to be dressed very casually.

In fact, I just recently read an article about how
In fact, I just recently read an article about how

in the Silicon Valley world the person who is
in the Silicon Valley world the person who is

the least well dressed in the room,
the least well dressed in the room,

the person who's most casual is likely
the person who's most casual is likely

to be highest up the totem in terms of importance
to be highest up the totem in terms of importance

in an organization.
in an organization.

So, you don't want to show up with those people
So, you don't want to show up with those people

and be completely overdressed
and be completely overdressed

because you're going to have a mismatch.
because you're going to have a mismatch.

The general rule is that most humans are going
The general rule is that most humans are going

to most likely connect with the person
to most likely connect with the person

that most reminds them of themselves.
that most reminds them of themselves.

Now, we wanna take that with a grain of salt
Now, we wanna take that with a grain of salt

because we don't wanna just dress exactly like our prospects
because we don't wanna just dress exactly like our prospects

because in some cases that could make us come off
because in some cases that could make us come off

as unprofessional or could ultimately
as unprofessional or could ultimately

lead to some other issues.
lead to some other issues.

But, the most important thing is to first really be focused
But, the most important thing is to first really be focused

on how your prospects are actually dressed.
on how your prospects are actually dressed.

Number two, disheveled is crushing.
Number two, disheveled is crushing.

This is actually not so much just about dress
This is actually not so much just about dress

but also just about general appearance.
but also just about general appearance.

I see so many sales people, particularly in places
I see so many sales people, particularly in places

like the trades but even more broadly,
like the trades but even more broadly,

where you'll have a sales person who just probably
where you'll have a sales person who just probably

never fully took care of the way they looked
never fully took care of the way they looked

and so even at their best day
and so even at their best day

are still looking really disheveled.
are still looking really disheveled.

And the challenge that this can bring is
And the challenge that this can bring is

that it essentially exudes a lack of professionalism.
that it essentially exudes a lack of professionalism.

So, we really want to pay attention
So, we really want to pay attention

to how are others going to be perceiving us?
to how are others going to be perceiving us?

And if they're going to be perceiving us as disheveled
And if they're going to be perceiving us as disheveled

this can really be problematic.
this can really be problematic.

And so, disheveled could mean that your shoes
And so, disheveled could mean that your shoes

are really scuffed up or look bad.
are really scuffed up or look bad.

Or your hair is all over the place.
Or your hair is all over the place.

Or you know, your shirt's all wrinkly, right?
Or you know, your shirt's all wrinkly, right?

These are just little things that have less to do
These are just little things that have less to do

with the specific overall outfit and more to do
with the specific overall outfit and more to do

with just the general appearance.
with just the general appearance.

Number three, this is probably the most important rule.
Number three, this is probably the most important rule.

Be better dressed, but not mismatched.
Be better dressed, but not mismatched.

And so, this is plays into the first two ideas here.
And so, this is plays into the first two ideas here.

Which is that, we typically want to come
Which is that, we typically want to come

in a little bit above our prospect's level of dress.
in a little bit above our prospect's level of dress.

Now of course, there are limits to that, right?
Now of course, there are limits to that, right?

If you're already selling to people who are in a suit
If you're already selling to people who are in a suit

then you're just going to match them.
then you're just going to match them.

You're just gonna wear a suit.
You're just gonna wear a suit.

If they're wearing a tie,
If they're wearing a tie,

you're gonna be wearing a tie as well.
you're gonna be wearing a tie as well.

On the lower end which is the much broader spectrum
On the lower end which is the much broader spectrum

of who most people are selling to,
of who most people are selling to,

if you're selling to let's say that entrepreneur
if you're selling to let's say that entrepreneur

or that Silicon Valley CEO who is wearing a t-shirt
or that Silicon Valley CEO who is wearing a t-shirt

and jeans and sandals everyday,
and jeans and sandals everyday,

you probably don't wanna be showing up
you probably don't wanna be showing up

in the t-shirt, and jeans, and sandals.
in the t-shirt, and jeans, and sandals.

You wanna come off as just a little bit more well-dressed.
You wanna come off as just a little bit more well-dressed.

So, that could mean if you're selling to them,
So, that could mean if you're selling to them,

it might mean that you're just wearing a button shirt
it might mean that you're just wearing a button shirt

and a pair of nice jeans and shoes.
and a pair of nice jeans and shoes.

Alright, it's still pretty casual
Alright, it's still pretty casual

but it's just a little bit more professional
but it's just a little bit more professional

than the level of casualness that maybe your customer
than the level of casualness that maybe your customer

or your prospect is wearing.
or your prospect is wearing.

So again, typically a little bit
So again, typically a little bit

better dressed but not mismatched.
better dressed but not mismatched.

I find over and over again that when people follow
I find over and over again that when people follow

that general idea what they're going
that general idea what they're going

to find is that they're never going
to find is that they're never going

to be creating problems for themselves.
to be creating problems for themselves.

Being the best dressed person it's not going
Being the best dressed person it's not going

to help you close the sale,
to help you close the sale,

but what being appropriately dressed can do
but what being appropriately dressed can do

is help you avoid losing a sale
is help you avoid losing a sale

that you might have lost because
that you might have lost because

of just ultimately turning off a prospect
of just ultimately turning off a prospect

who felt that you looked unprofessional.
who felt that you looked unprofessional.

And number four, pay attention to the details.
And number four, pay attention to the details.

This is probably my biggest pet peeve
This is probably my biggest pet peeve

with the way a lot of sales people will dress.
with the way a lot of sales people will dress.

Is that they don't pay attention to the little details
Is that they don't pay attention to the little details

that can really cause them to come off as pretty careless
that can really cause them to come off as pretty careless

and thoughtless in the way they dress.
and thoughtless in the way they dress.

You know, you'll see a lot of tradesmen who will come in
You know, you'll see a lot of tradesmen who will come in

and they'll have a nice company button down shirt
and they'll have a nice company button down shirt

with khakis but then the shirt is untucked
with khakis but then the shirt is untucked

or it's hanging out on one side.
or it's hanging out on one side.

Or you'll have someone who's just wearing
Or you'll have someone who's just wearing

really wrinkled clothing or their shoes
really wrinkled clothing or their shoes

are really scuffed up or really old looking.
are really scuffed up or really old looking.

And thus as a result the prospect is not necessarily
And thus as a result the prospect is not necessarily

looking at the specific details on a conscious level,
looking at the specific details on a conscious level,

but on a subconscious level they're just taking
but on a subconscious level they're just taking

the totality of what they see
the totality of what they see

and they're making instantaneous judgements.
and they're making instantaneous judgements.

In fact, the data shows us that a lot of decisions are made
In fact, the data shows us that a lot of decisions are made

about a complete stranger in the first microseconds,
about a complete stranger in the first microseconds,

the first milliseconds, of when they first take
the first milliseconds, of when they first take

in the whole appearance.
in the whole appearance.

Now, you can't control all of your appearance, right?
Now, you can't control all of your appearance, right?

We're human, we're all different.
We're human, we're all different.

But what you can control is the way
But what you can control is the way

you ultimately put yourself together.
you ultimately put yourself together.

So pay attention to those little details
So pay attention to those little details

and notice that what you really don't want is
and notice that what you really don't want is

to really stand out in any way
to really stand out in any way

that would come off as egregiously mismatched.
that would come off as egregiously mismatched.

Number five, in the moment match them in small ways.
Number five, in the moment match them in small ways.

This is really one of the most powerful
This is really one of the most powerful

and really tactical changes that you can make
and really tactical changes that you can make

in terms of your appearance.
in terms of your appearance.

And I'll give you an example of how I'm might implement
And I'll give you an example of how I'm might implement

this in my own selling.
this in my own selling.

Now, when I go to meet with prospects I literally get
Now, when I go to meet with prospects I literally get

onto a plane and meet with CEOs of companies
onto a plane and meet with CEOs of companies

to discuss six figure consulting projects.
to discuss six figure consulting projects.

And I'm always going to show up in suit
And I'm always going to show up in suit

even if I think that they're going
even if I think that they're going

to be in jeans and a t-shirt,
to be in jeans and a t-shirt,

which very few of my prospects ever do,
which very few of my prospects ever do,

but I always show up in the suit.
but I always show up in the suit.

What I will do though, is that if a prospect is dressed
What I will do though, is that if a prospect is dressed

very casually I'll take off my coat.
very casually I'll take off my coat.

And if they're really casual I may even take off my coat
And if they're really casual I may even take off my coat

and roll up my sleeve and I may even let out a button.
and roll up my sleeve and I may even let out a button.

So that way, even though we're dressed in a way
So that way, even though we're dressed in a way

that's not entirely matched I'm going to match them
that's not entirely matched I'm going to match them

in small ways in the moment that are going to cause them
in small ways in the moment that are going to cause them

to feel a little bit more comfortable.
to feel a little bit more comfortable.

And so actually, you can get a little bit of both ways
And so actually, you can get a little bit of both ways

where you get the credit of looking professional
where you get the credit of looking professional

by having worn that suit but at the same time,
by having worn that suit but at the same time,

then in the moment when you show up you take off the coat,
then in the moment when you show up you take off the coat,

or you unbutton your sleeves and roll them up,
or you unbutton your sleeves and roll them up,

now you are going to create a better connection
now you are going to create a better connection

because you're going to appear more similar to them.
because you're going to appear more similar to them.

By making those little changes to appear more similar
By making those little changes to appear more similar

to them you're going to really increase the likelihood
to them you're going to really increase the likelihood

that you ultimately build that trusting connection.
that you ultimately build that trusting connection.

Because big mismatch is always going to be a problem.
Because big mismatch is always going to be a problem.

And so, even if you didn't show up
And so, even if you didn't show up

with the exact appropriate outfit for them
with the exact appropriate outfit for them

you can still make some small changes
you can still make some small changes

typically dressing down,
typically dressing down,

it's obviously hard to dress up, right?
it's obviously hard to dress up, right?

If I'm meeting with a prospect who wears a suit and tie
If I'm meeting with a prospect who wears a suit and tie

and I show up in a polo shirt and khakis,
and I show up in a polo shirt and khakis,

it's very hard to match up to them.
it's very hard to match up to them.

But if I showed up in the suit
But if I showed up in the suit

and they're more casually dressed
and they're more casually dressed

then I can dress down in some smaller ways.
then I can dress down in some smaller ways.

So, there is how to dress for sales meetings.
So, there is how to dress for sales meetings.

And if you enjoyed this video then I have an awesome
And if you enjoyed this video then I have an awesome

free ebook on 25 tips to crush your sales.
free ebook on 25 tips to crush your sales.

Just click right here to get instant access.
Just click right here to get instant access.

Seriously, just click right here.
Seriously, just click right here.

Also, if you got some value please like this video
Also, if you got some value please like this video

on YouTube because that really helps me out.
on YouTube because that really helps me out.

And be sure to subscribe to my YouTube channel
And be sure to subscribe to my YouTube channel

by clicking right here to get instant access
by clicking right here to get instant access

to a new video just like this one each and every week.
to a new video just like this one each and every week.