Obviously your "in sales" experience is rather limited.
Try selling luxury cars. See if ignoring the well dressed businessman in the nice car in favor of the kid in bluejeans and a ragged t-shirt driving a clunker works for you. Try the same with jewelry, fashion clothing, Rolex watches. Try it with electronics or life insurance.
A GOOD salesperson knows how to spot the customer with the money ready to spend, and knows not to ever pass up a potential sale to someone who very obviously has money. If you want to ignore me in favor of the shabby looking kid, that's fine, I'll go give my hundreds of dollars in future sales to your competitor instead while you can be secure in knowing you didn't judge the kid on his looks.
But which of us is losing out? I'll still get the products I want, will you still get the sales?
Just when I got bored and was about to move on to the next thread.
Maybe a good salesperson does that. But a great on knows you can't judge a book by it's cover. The will size the person up by TALKING to the potential customer.
Since I joined the thread - I lived in Omaha long ago. If you were in that city (except The Old Market) I wouldn't expect that treatment. Elsewhere, maybe.

