WHAT IS INTEGRITY SELLING®?
Integrity Selling® is a customer-oriented, needs-focused sales training curriculum that redefines the sales process to focus on identifying and meeting customer needs and creating value in every transaction. Participants learn values-based principles of selling and communication as well as a unique sales model. This program has been proven in hundreds of organizations as a tool to increase sales, develop more professional sales teams, and decrease the high costs of turnover. Available in seven languages, no other sales training is in its league.
- A six-step customer-focused sales system
- The AID,INC® sales model
- Eight weeks of training and follow-up sessions
- A curriculum that is self-leveling and self-customizing
- Ongoing managers' coaching
- Monthly reinforcement curriculum
- Annual review tools
One of the most powerful elements of Integrity Selling®is the AID,INC® sales model. Below is a discription of its six steps:
The width of the bars in the graph shows approximately what percentage of time each step should take in the sales process. Furthermore, each bar indicates how much time a sales person should be listening (black) versus talking (red).
- Approach... to gain trust and rapport.
- Interview... to identify and understand needs.
- Demonstrate... to show how needs can be filled.
- Val-I-date... to prove your claims and heighten trust.
- Negotiate... to resolve problems that prevent someone from buying.
- Close... to ask for a decision.
Integrity Selling® is designed to produce lasting behavior change. After participants are introduced to the sales process in an initial six-hour training session, the concepts and behaviors are then reinforced over the course of eight weekly follow-up sessions. This follow-up format ensures lasting results and continued growth. Integrity Selling® can be implemented by The Integrity Team, Inc. or we can certify your trainer or sales manager to conduct the program.
Values and Ethics of Integrity Selling®
- Selling is an exchange of value.
- Selling is not something you do to someone, it's something you do for and with someone.
- 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 ... when the 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.
In order for a person to be highly successful in sales, there are five dimensions in their life that must be in congruence with each other. These areas include: view of selling, view of abilities, values, commitment to activities, and belief on product. Integrity Selling® helps bring these dimensions into congruence so people feel freed from inner conflicts and are able to increase their achievement drive and overall performance.
The AID,INC® system involves the following steps:
Four Traits of Highly Successful Salespeople
1. GOAL CLARITY
- Have specific goals or objectives of what you want to sell, earn, accomplish, gain, achieve, or possess.
- The more clearly defined a goal is and the more focused a person is on achieving that goal, more effort, energy, and achievement drive will be released to accomplish it.
- Have a clear mental target. When goals are clear and written they are usually realized.
2. ACHIEVEMENT DRIVE
- Achievement Drive is the desire or drive a person has toward the attainment of goals. People with high Achievement Drive usually will bring more effort, energy, creativity and enthusiasm to their personal and professional lives.
- Achievement Drive is released from within an individual, rather than poured in from the outside.
- Achievement Drive can be increased.
3. EMOTIONAL INTELLIGENCE
- Emotional Intelligence is the ability to monitor and understand one's own emotions and to act wisely in human relations. It is emotional stability and steadfastness.
- Emotional Intelligence defines a person's ability to work well with others, deal with problems and ambiguities, stick to the tasks, be self-motivated and remain optimistic about work and life.
- High Emotional Intelligence gives a person stability, stick-to-itiveness, and mental toughness.
- E.Q. is usually more important than I.Q. in attaining "Success in Life."
4. SOCIAL SKILLS
- Social Skills refers to the ability to move in and out of different situations and interact with different types of people with grace and ease.
- It is the ability to ask the right questions, listen to people, gain rapport and put them at ease.