‘If you’re tall and you’re running a team of salespeople, you have an authority straight away because you look like a leader - you’re big and broad and you look like someone people can follow.
“Your tone of voice, if it’s deep and powerful, you get their attention straight away, it’s commanding.”
He says there are some unattractive people on his team – some of whom do quite well – but most don’t deliver as they have “no personality”.
“Girls who are good-looking absolutely kick it in sales. They smile, make eye contact and a guy will come over and listen to them, because they’re just looking at them, thinking ‘you’re beautiful’. When it’s an ugly guy, no-one’s interested. But some of the ugly guys are quite fired up to do well and they do – it’s about personality and confidence,” says Hayden.
“The girls just use their looks to get people’s attention. They say that in sales, the majority of people you sign up will be of the opposite sex from you; that’s definitely true for new people. Someone who’s new to sales will feel better talking to the opposite sex.”
He says success is often achieved when the prospect senses someone is organised and trustworthy. However, good looks can be a short-term fix, says Hayden, and it can only be relied upon when it comes to a first-impression or a brief encounter.
“It’s definitely short term – people see through it pretty quickly. After the second or third conversation, you’re not thinking about their looks any more, it’s their personality or work ethic you’re thinking about.
“It’s good for customer service where you’re meeting a lot of people but not on a regular basis. In the workplace, it doesn’t make much of a difference. But at the start, someone who is good looking will always have doors open for them.’
And it’s true: employers looking to hire new talent claim it’s a person’s confidence that they like, rather than aesthetics. How you carry yourself and how much energy you exude will often get you further than a full head of hair or the ability to touch the ceiling.
Body language experts say you should maintain direct eye contact, be positive, dress well and listen carefully. Take note of your posture and smile.
FIRST IMPRESSIONS
You never get a second chance to make a first impression, they say. When you are being judged at first sight – for example, on a job interview or first date – the first impression is a strong and important one.
Women take less than a second and a sweeping glance to subconsciously judge a man; men take just a little longer. You can indeed judge a book by its cover, and we frequently do. The cover may not accurately represent the contents of the book, but it will entice you to pick it up. And if you don’t pick it up, you’re never going to buy it!
You might not like the way human beings work, but knowledge is power: if you take the knowledge you can use it to your best advantage.
The first things people notice when meeting a new acquaintance are things that we have no control over: age, sex and skin colour or race.
However, after that first glance, the fun can begin. They notice height and an aura of authority as well as body language (this is where confidence comes into play). They also notice appearance and clothing – an area anyone can do a lot about. Then eye contact; direct, unbroken eye contact is unnerving and never a good idea, but a good deal of the time you should be looking the person in the eyes – never over the shoulder at what else is happening in the room!
TOP TIPS FOR APPEARANCE
• Sneakers and jeans are a no-no unless you’re American and going to a ball game.
• Likewise, short sleeved shirts and ties are also out – they’re the domain of the McDonald’s shift manager.
• Socks and sandals: three words – Make It Stop.
• White singlets (“wifebeaters”) are a crime unless you are a farmer living in a rural area of the South Island (in which case you have a legitimate excuse), or you woke up this morning and discovered you’re actually Craig David.
• Dress pants and sneakers are also a combination made in appearance hell. Find some shiny black shoes to go with.
• Knee-high socks should be left for bus drivers and Britney Spears (the early days).
• Check your trouser hems; they should cover your socks and likewise your socks should cover your shins, you hairy bugger. What’s more, match your sock colour to your trousers and never, ever wear Mr Men socks.
• Make sure your tie reaches your belt line and does not feature any cartoon characters or children’s idols like Barney or the Teletubbies.
• Never do up your bottom button of your jacket; with a two-button jacket, only the top button should be fastened; with a three-button jacket, you can opt to close only the middle button or both the middle and top buttons, but never the bottom button.
• Pens should never go in your shirt pocket - even if you are a teacher.
• Get your hair cut if you work in the corporate arena. Men with hair past their ears seem less capable and authoritative.
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