Integrity Selling^®

Integrity Selling will equip your sales professionals with increased competence, confidence and commitment to sell to your customers the way they want to buy – and that means increased employee retention, customer loyalty, and profitable sales results.

Integrity Selling is an effective, customer needs-focused sales curriculum.  The skills are introduced in a one-day seminar and then BUILT through our proven follow-up process.

The bottom line:  Integrity Selling will equip your sales professionals with increased competence, confidence and commitment to sell to your customers the way they want to buy – and that means increased employee retention, customer loyalty, and profitable sales results. 

Integrity Selling’s^® Values & Ethics
Integrity Selling is based upon a specific set of core values.  These values need to be in sync with the organization’s  corporate mission to succeed.  When top management learns and endorses the system to ensure that this process is a “fit” with their company; we attain the best results.

• Selling is an exchange of value.
• Understanding people’s wants or needs must always precede any attempt to sell.
• Develop trust and rapport before any selling activity begins.
• Selling techniques give way to selling principles.
• Integrity and high ethics are accepted as the basis for long-term selling success.
• A salesperson’s ethics and values contribute more to sales success than do techniques or strategies.
• Selling pressure is never exerted by the salesperson.  It’s exerted only by prospects when they perceive they want or need the item being sold.
• Negotiation is never manipulation.  It’s always a strategy to work out problems...where prospects want to work out the problems.
• Closing isn’t just a victory for the salesperson.  It’s a victory for both the salesperson and the customer

Sales Congruence^® Model

A key model that describes the importance of different dimensions necessary for selling success is the Sales Congruence Model.  The Sales Congruence Model anchors the foundation of the sales effectiveness solution and transformational change process.

The degree of congruence within an individual across these five dimensions is directly correlated with their sales performance.  When an individual experiences inner conflict within any of these five dimensions, gaps occur between the dimensions, stress is created and sales performance is undermined.

Integrity Selling^® Course Specifics
The Integrity Selling System allows participants to learn and build habits in selling.  The specific content includes:

1. A six step sales process for consultative selling, AIDINC^®
2. How to discover, communicate and sell with different styles and types of people
3. Goal setting with regular check-in during the course on goal progress
4. Pre-call and post-call planning preparation

Participants build the skills necessary in customer, needs-focused selling activities.  These skills include:

• Communication – identifying and adapting to other people’s styles
• Developing and asking the right questions to identify wants and needs
• Demonstrating the solution that will fit the needs of the customer
• Proving that the solution will work for them
• Working through any obstacles or objections that are raised
• Asking for a decision

		Specifically designed to build the habits and skills unique to the nuances of Sales Managers’ challenges.

It is recommended that any manager with responsibility for the sales and performance results of sellers, first complete the Integrity Selling course and then be trained in Integrity Coaching. 

The results of the initial Integrity Selling program are leveraged for the long run by managers taking on this role.  Past management participants have reported that this course brought about results and increased performance, reduced turnover in their areas and better accountability.

There are two versions of focus: Integrity Coaching and Integrity Coaching for Sales Managers^®.  The Sales Manager’s version includes focus directly on reinforcing Sales Congruence, Four Traits, planning skills and diagnostic skills to move sellers off plateaus and to new levels of productivity.

Integrity Coaching for Sales Managers^® Course Specifics
The initial seminar is presented in one day with the participants working in small groups.  The sessions are highly interactive and each participant will coach someone in the group as well as have an individual coaching discussion for themselves.  Participants are given the foundation for the program in this seminar.  Concepts are delivered via video messages and then applied in discussions and workbook activities.

The specific topics covered in the initial seminar:

• The Integrity Coaching Model - Honor, Ask, Listen, Coach, Praise, Challenge

• Assessing their Leadership Skills

• Discovering the Law of Limited Performance

• Understanding the cause of human behavior

• Assessing their salespeople’s success factors

• Determining what motivates their salespeople

• Learning how to implement a successful coaching process

Further application and development of success habits is developed during the follow-up sessions as the managers coach their sellers.  The long-term results and learning occur during this follow-up course.

Builds the confidence and skill level of sellers in strategic interviewing.

The “master skill” of needs-focused sales professionals is the interview process.  More selling takes place in this phase of the sales process than any other.

DISCOVERY! is an advanced interview skills process that allows sellers to learn how to strategically approach and interview.   It will improve the competence, confidence and commitment of sales professionals who want to create value for their customers.  Participants will learn how to uncover gaps, consequences and rewards.

DISCOVERY! is a learning process that builds on sellers' foundational selling skills and allows increased expertise in drilling deeper to:

• Set SMART goals
• Understand buyer motivation  
• Identify strategies for selling to different buyer motivations
• Research and plan for effective sales calls
• Uncover problems, consequences and rewards
• Adapt to different behavior styles of customers
• Identify needs for the different buyer roles

DISCOVERY! is a seven-week skill building process.   After an initial one-day seminar participants have six, self-paced, manager directed reinforcement sessions. 

Organizations benefit from this development process includes stronger and deeper client relationships that lead to:

• Retention of loyal customers and associates
• Increased sales results
• Predictable, consistent performance
• Higher levels of profitability

DISCOVERY! is powerful as a follow-up to Integrity Selling^®, though it provides impact as a stand-alone offering as well.  DISCOVERY! can escalate the skills necessary for consultative, strategic selling.

 

Builds individual performance and focus with selling’s key core traits.

ACHIEVE! is a seven-week process providing sales professionals with an action plan for moving beyond traditional sales competencies to develop their commitment and confidence.  The focus is on performance as ACHEVE! examines the key variables that contribute to increased success.  This process improves results by increasing awareness to individual strengths and weaknesses, and leveraging untapped sales potential.

Successful selling is driven in ACHIEVE! as participants change the way they think about peak performance.  Participants will also:

• Assess and analyze the Four Traits for Sales Success
• Emphasize clear goal setting for their development
• Strengthen their Achievement Drive
• Manage their Emotional Intelligence
• Improve Social Skills
• Enhance commitment and performance

An organization benefits as:

• Expanded achievement drive occurs within the sales team
• More accountability to goals is realized for predictable sales results
• Sales activities increase
• Sales performance improves throughout the organization

ACHIEVE! has been developed for sales professionals and sales managers who have completed Integrity Selling^® though it may also be appropriate as a stand alone offering.