It has been said in many ways that the true meaning of a book cannot be judged by looking at its cover alone. This is true for more things than tomes at a library, including people. No one can truly know the characteristics of the person they are talking to, and sometimes a great deal is missed, just by failing to take the time and look beyond the outside appearances.
Far too often, our assumptions about people are based on our previous experiences, and what we see; often important details are hidden from sight during the initial impressions. Just about everyone has made a snap decision based on these incomplete impressions. We profile people based on whether or not they wear their hair a certain way, or if their shirt is tucked in or loose, or sometimes even if they are wearing a tie or a t-shirt. Our actions, or inactions, and how we treat these people are often influenced by these simplistic and often inaccurate first impressions.
As a sale professional, it is important to see beyond the outward appearance of your potential prospects and realize the opportunity that may lie within. For example, a small time investor in your company may be encouraged to invest more if the time is taken to present a new idea to them, with honesty and respect. The only way to accomplish this is to actually take the time and engage in building a relationship with your potential client. You never really know when the person you are having a genuine conversation with will become one of your most prolific clients.