So you want to be paid like a professional? You have to act like one. Here is a short video we put together sharing the 3 areas in which you need to be professional.
If you wanna be paid like a professional, you need to act like one. Wow, those words still ring clearly in my head from my early days at Southwestern Advantage. They use to say that all the time. “If you wanna be paid like a professional, you need to act like one.” Most of us sales professionals underestimate, honestly, the importance and the value of our physiology. That is, how are we feeling? What is going on inside of our skin, right, inside of our bones? And a lot of that has to do with your professionalism. There’s three specific areas that I want to just bring to your attention, of ways that if you could be professional in these areas, then it will help you feel more professional when you’re out selling.
The first one is your dress. How are you dressed? And the general rule of thumb that I like to follow, is you want to be a half-step nicer dressed then everybody else. Just a little bit of a distinction, not much, up from maybe what everybody else is wearing, right? So if you’re gonna be in a room where everybody’s in suit and tie, you know, maybe you have cuffs, or maybe you have a tie bar, or maybe you have a pocket square or something like that. If everyone else is going to be a step down, then you want to, sort of, gradually step down.
But you always wanna look clean, and together, and intentional. And if rough and ragged is your look, that’s fine but be intentional about it, right? Don’t just be crazy, be focused and put some thought behind what are you wearing, how do you look, what is your…what’s going on with your hair? And men, your facial hair and ladies, obviously your makeup. So, the more you can be dressed like a professional, the more that you will feel like a professional, thus you will act like a professional, and therefore, you will be paid like a professional.
Now, the second thing is a different area that maybe you don’t think about professionalism a lot and that is with your materials, with your selling materials and your marketing materials, it’s to be professional. Your business card makes a huge statement. When you hand someone your business card, you should be proud of that. It should be an…it’s an extension of you. So don’t be handing out raggedy business cards that are half mangled, that you’ve been keeping in your wallet for months and months and months. You want something that is firm, and tight, and sharp, and clean, so that when you hand it, it makes an impact, right?
Same thing with your presentation materials. It’s amazing how many sales professionals have awful PowerPoints. Spelling errors, you know, crazy animation, just inconsistent graphics, logos that are spread out like crazy. Those things make a huge difference. It affects the way that people look at you, and it affects the way that you look at yourself. When you put intention behind the preparation of your materials, you feel like a professional. And you act more like a professional. And therefore, you get paid like a professional. So make sure that you pay attention and you are intentional about your materials.
And finally the last thing is, you wanna be focused on creating a professional office environment. A professional office environment. It’s insane how many of the people that we coach, just have office environments that are disasters. And that can be different things. It can mean a complete mess. Now I’m not saying that you can’t be a top producer with a messy desk. A lot of top producers have messy desks. But I’m saying that the more that you can have a professional working environment, it will contribute to the way that you feel. It contributes to your physiology.
So maybe it’s neatness, right, that’s a factor. But maybe it’s also putting up things in your office that remind you of things that are important. Put up a picture of your goals, or maybe it’s plaques and trophies, or pictures of your family. But that you don’t just, kind of, casually walk into your office every day, and you don’t pay any attention to the environment. What can you do in the environment?
Here’s another common thing that we see in the office environment, is that top producers often have standing desks. They will stand up when they make sales calls so that they feel more alert, and alive, and more energetic. So what can you do in your office space, your office environment? Those are three simple places, right? What is your dress, your marketing materials, and your office environment.
But the bottom line is that in order to be paid like a professional, you need to act like a professional. And there’s a whole lot of things that you can do to make you feel that way. But if you don’t feel like a professional, if you haven’t put time and energy and preparation into how you look, or into the materials you’re handing out, or into the place that you work every day, you’re not gonna feel like a professional. And if you don’t feel like one, you’re not gonna act like one. And if you don’t act like one, you’re not gonna be paid like one.