How much appearance determines success in the sales industry is now a subject that ignites ardent debates among business leaders from different sectors. The boundaries that define a professional dress code have blurred over the past decade as many entrepreneurs defy the suit-and-tie culture that traditionally dominated the sales world.
For Ali Mirza, the president of the Atlanta-based consulting company Rose Garden Consulting, this counterculture travesties what it means to be a professional salesperson. This nationally renowned sales expert argues that appearance, trust, and success in the sales industry are tightly entangled.
“Your appearance and how you present yourself matter quite a bit in sales,” said Mirza during a recent interview. “How professional you appear is the basis for creating trust and credibility. As people say, ‘in order to make a sale, they need to know you, like you, and trust you.’”
Today, Mirza is one of the most notorious sales consultants nationwide. After a successful career as an insurance sales representative, Mirza founded Rose Garden Consulting, where for more than nine years, he and his team have assisted hundreds of companies in igniting revenue growth. Mirza’s expertise has led this sales consultant to be featured in multiple business magazines, including Forbes, Entrepreneur Magazine, and Business Insider.
Sitting in his office at the headquarters of Rose Garden Consulting, Mirza connected to a video interview where he shared some insights about how to succeed in the sales world. During this video interview, Mirza reflected on the importance of maintaining a professional appearance to build trust and connect with potential clients.
Mirza, in his typical unapologetic style, argues that dressing clean and professionally is not a simple fashion trend in the business world. The way people present themselves plays a critical role in consumer psychology and can be a determinant factor when closing a deal.
“How would people buy from you if they do not trust you? They don’t,” said Mirza. “Nobody will think, ‘oh, that guy doesn’t look trustworthy, but I will buy from him anyway.’ No, that will never happen!”
Credibility, as Mirza explains, is one of the most basic fundamentals of sales. Projecting professionalism and reliability is the first step towards breaking clients’ skepticism and earning the trust of potential prospects.
“Your appearance influences whether or not people will believe you are reliable,” said Mirza. “If you look credible and professional, even if you are not the most good-looking person on the planet, people will give you more leeway and trust.”
During the interview, Mirza did not hide his distaste for new-era self-declared entrepreneurs who oppose traditional standards of professional appearance. Mirza mocks how emerging “gurus” of the online sales industry attempt to turn the unprofessional into the new professional.
“Meanwhile, you have nowadays all these new salespeople who want to look like college kids,” said Mirza bluntly. “They jump on zoom calls with their sweaty gym clothes on, trying to close a deal – good for you.”
Mirza is realistic when advocating for the need to dress professionally to create trust. The don’t-judge-a-book-by-its-cover does not apply in the real world. A salesperson’s appearance plays an essential role during a negotiation, and giving the impression of professionalism is key to succeeding in this competitive sector.
“Like it or not, this is the society we live in,” concluded Mirza. “The more professional and trustworthy you look, the more people will be inclined to grant you the benefit of the doubt, which will ultimately increase your chances of success.”
Mirza’s more than a decade of experience as a salesperson and sales consultant has given him wide recognition as a leading expert in revenue generation. Today, in his role as a sales consultant, Mirza teaches business leaders and entrepreneurs how to project professionalism and leverage consumer psychology to gain prospects’ trust.
Nowadays, with his team at Rose Garden Consulting, Mirza continues to assist hundreds of multi-million dollar companies across the country in restructuring their sales strategies and building more efficient sales teams.
By Juan Sebastian Restrepo,
With Artistic Initiative Agency
