CHAPTER 9
Conveying a ProfessionalImage Through Dressand Appearance
A fair exterior is a silent recommendation.
A client of mine who provides software and services to the healthcare industry recently asked me to attend and evaluate one of their sales presentations, especially noting the presenters’ caliber of professional image and executive presence. The hospital to whom they were presenting is known for their casual culture—in fact, they’ll cut off your tie if you wear one to a meeting. The CIO was laid back and informal, and the team had met with him several times. When it finally came time to give the big presentation to the decision makers—the CEO and the hospital’s board of directors—the sales team, to my surprise, arrived ...
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