Solutions
Integrity Selling
What Is Integrity Selling®?
Integrity Selling® is an ongoing, needs-focused sales curriculum designed to help organizations develop more professional sales teams, strengthen client relationships, and decrease the high cost of turnover. The Integrity Selling curriculum embodies these elements:
- Needs-focused selling system -- AID,Inc.®
- Simple Behavior Styles® language
- Eight-week structured follow-up Course
- Self-leveling, self-customizing curriculum
- Learning dynamics that impact attitudes and skills
- Ongoing managers' coaching
- 6 Performance Accelerator reinforcement sessions
- Alternative Delivery Methods (e.g. web and teleconference)
Integrity Selling® has been upgraded!
Grounded in strong values and ethics, our sales curriculum will allow your team to win the hearts of your prospects and fulfill growing customer expectations. Integrity Selling® will stimulate thinking, create more enthusiasm for the sales process, and enhance teamwork — the crucial elements of success.
These changes guarantee immediate and profound impact:
- The Seminar now includes a new Foundation module at the start of the Seminar that communicates the core and differentiating integrity-based concepts, sales models, and preparation strategies upon which remaining sessions build.
- The AID,Inc.® Model and Follow-Up modules have been enhanced . Participants will leave the Seminar better-equipped to immediately apply core concepts and skills and achieve success .
- A Socratic approach to methodology enhances learning by encouraging students to share challenges and receive input on how they currently are interacting with their customers.
- New PowerPoint, video and audio segments.
- The Integrity Selling® Development Profile has replaced the Sales Skills Inventory.
For more information:
Congruence of Knowledge, Skills and Values
Sales success requires more than knowledge. It also involves attitudes, values, and beliefs. Integrity Selling® helps people evaluate these dimensions and identify the gaps that cause conflict, stress, and/or stifled productivity. When each of these dimensions are in congruence, achievement drive is released and salespeople are freed to reach their unlimited sales potential.
Six-Step Selling System™
One of the most powerful components of Integrity Selling is the AID,Inc.® Sales System. The easily remembered system is made up of six steps:
- Approach: to prepare effectively and build trust.
- Interview: to identify needs, wants and challenges.
- Demonstrate: to show how your products address identified needs.
- Val - I - date: to cause people to trust you and believe.
- Negotiate: to welcome and work through problems and objections.
- Close: to ask for a commitment to action.
Statement of Values and Ethics
- Selling is a mutual exchange of value.
- Selling isn’t something you do to people; it’s something you do for and with them.
- Developing trust and rapport precedes any selling activity.
- Selling pressure is never exerted by a sales professional. It's exerted only by people when they perceive they want your products.
- Selling techniques give way to values-driven principles.
- Truth, respect, and honesty provide the basis for long-term selling success.
- Ethics and values contribute more to sales success than do techniques or strategies.
- Understanding customers' wants or needs should precede attempts to sell.
- Negotiation is never manipulation. It’s always a strategy to work out problems—when customers want to work them out.
- Closing is a victory for both the salesperson and the sales professional.
Integrity Selling® Timeline
Integrity selling® certification and help desk email
Click here to review the Integrity Selling® certification schedule.
Click here for questions concerning Updated Integrity Selling®, you will receive a response within twenty-four hours.
Testimonials
"Our revenues increased 30% since installing your program. This had a $500,000,000 impact on this nation's exchange."
- Trade New Zealand
"Our Production goals went from averaging 90% of goal to 103.2%. Employee turnover dropped 50%."
- North Atlantic Area, American Red Cross
"We are seeing staggering results. Our production has increased by 29%."
- New York Agency, The Guardian Life Insurance Company
"I worked directly with 17 agents, ten of the 17 qualified for Million Dollar Round Table, and four qualified for the very first time. My unit had a 33% increase in production."
- Des Moines Agency, The Principal Financial Group
"I have been in sales for over 23 years and have experienced several sales training programs. Integrity Selling is better than any I have experienced, and it get results! After the eight-week follow-up sessions, Word Data has experienced a 42% sales increase over this period last year. WOW!"
General Manager, Word Data Business Systems