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. An integral part of SalesTeam Private Group Membership, 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
16 reinforcement sessions
e-learning delivery alternative
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: gaining trust and rapport with prospects.
Interview: identifying and understanding needs.
Demonstrate: showing how needs can be fulfilled.
Val - I - date: proving claims and establishing trust.
Negotiate: removing roadblocks that keep people from buying.
Close: completing a stress free, ethical final action which leads to a buying decision.
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.
Understanding people’s wants or needs must always precede attempts to sell.
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.
Selling pressure is never exerted by the salesperson. It’s exerted only by customers when they perceive they want or need the item being recommended.
Negotiation is never manipulation. It’s always a strategy to work out problems—when customers want to work out the problems.
Closing is a victory for both the salesperson and the customer.
"Our revenues increased 30% since installing your
program. This had a $500,000,000 impact on this nation’s
- 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!"
- Bruce Cavender, General Manager, Word Data Business Systems
Courtesy of Integrity Solutions LLC. All rights reserved.