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You're taught to plan for success, but how well do you plan for failure? Bill is now a highly successful sales trainer whose clients fly him around the US to coach their reps. But he wasn't always so competent. Here's his story about dressing for an interview:
As a rookie rep, I was extremely proud to land an appointment with an executive at a very large company. I was excited to fly into Indianapolis for the call, but I didn't think to double-check my suitcase for any missing items the night before.
On the morning of the call, after showering and putting on my new "selling" suit, I burrowed through my suitcase for my dress shoes. I dug some more and then frantically began clawing into clothes, hoping to find a handful of stiff leather and laces. When I couldn't find anything, I realized I'd left them at home.
Next to the bed sat my bright white, high-top tennis shoes. It was all I had to cover my dress socks with. Then I began to get nervous about everything. I started to sweat in my suit, so I reapplied deodorant. I took a long look in the mirror, starting high and going down, and saw a young salesman with anxious eyes, a beautiful suit and the latest Converse fashion statement.
I was running late, so I spritzed a quick shot of hairspray and bolted for the elevator. The woman riding with me made loud sniffing sounds, and I quickly realized my deodorant was overwhelmingly fragrant.
My introduction to the buyer became a study in nonverbal gestures. His right eyebrow lifted as he glanced at my shoes, his nose wrinkled when I leaned in to shake his hand and his lips tightened as I began my presentation. I was so distracted and preoccupied by my personal blunders that I did a miserable job of selling my product line.
I lost the sale, of course. My final humiliation came as I left the building. The elevator I was on opened up to waiting employees. Six pairs of eyes simultaneously focused on my waist. My zipper was broken. It was open. I didn't even have time to change my trousers before my return flight.
Postmortem
Bill's story made me think of an old-time insurance rep who was robbed -- of his clothes. The rep was collecting sales door-to-door, and the thieves figured if they took everything, he'd be less likely to react quickly as they got away.
Have you ever spilled coffee or spaghetti on your clothes during a workday? How easy is it to put a spare shirt or blouse and some slacks or a skirt in your trunk? Bill now always has a complete change of clothing when he is out on calls. His spare garments are with him whether he is on a local appointment or away from home. On the day you use those items, you'll be grateful you planned ahead when seemingly minor blunders don't cost you a job or a sale. Pack a spare outfit, starting tomorrow.
[Dan Seidman of SalesAutopsy.com has been named one of the Top 12 Sales Coaches in America by Ultimate Selling Power. He collects sales horror stories for use in his speaking and training programs.]
