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
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 Program
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:
A pproach…
gaining trust and rapport with prospects.
I nterview…
identifying and understanding needs.
D emonstrate…
showing how needs can be fulfilled.
Val – I – date…
proving claims and establishing trust.
N egotiate…
removing roadblocks that keep people from buying.
C lose…
completing a stressless, 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.
