/ Training Programs / Integrity Selling® Integrity Selling® More Conversations. Greater Value. Sell with Integrity. Overview Integrity Selling® is the first step in the Integrity Solutions sales performance improvement journey. This comprehensive program gives your sales team the skillset and mindset to establish trust, uncover needs, and provide value at every step with customers. As with all of our core programs, Integrity Selling balances the three essential components to sales success: Mindset Bolster achievement drive and self-belief by strengthening the positive attitudes and emotional factors that drive high achievement. Skillset Build selling skills by learning to understand your customers and develop relationships that advance buying decisions. Delivery Achieve effective behavior change with training programs that combine digital training technology with in-person interactive learning sessions. Every industry faces its own unique challenges when it comes to building a successful sales culture, and that’s why we tailor our training programs to the specific needs of different industries. Proven Results A few examples of the impact Integrity Selling® delivers for our clients: + 29 % increase in market share Fortune 50 company + 1.7 Increase from 1.3 to 3 average products per customer within 24 months Major insurance company + 140 % reported revenue growth by region in just one year Global chemicals company + 23 % revenue increase vs. 9% average industry growth Global medical device company Sales Performance Reimagined: Integrity Selling The Integrity approach to selling reintroduces the human element into the sales conversation through a unique approach to improving sales performance. Integrity’s unique approach to unlocking sales performance places the salesperson at the heart of any successful sales conversation. Welcome to Integrity Selling. Who We Work With Methodology Integrity Selling® is equally effective with brand new salespeople and seasoned pros. It combines a proven, six-step selling methodology with breakthroughs in the critical areas frequently overlooked in most sales training programs: self-belief, confidence, and achievement drive. Blended Learning for Sustained Results Through online social interaction, video-based learning, gamification, and accountability, Integrity Selling® leverages the latest developments in cloud-based digital learning. Combined with Integrity Solutions’ facilitator-led behavior-change process, the program will dramatically boost your team’s performance and results. Facilitation Style Integrity-led Train the Trainer Self-directed Learning Delivery Mode Virtual/Zoom In-Person Blended Training Materials Digital Print Blended Let’s talk about your sales performance needs Contact Us Sales Training Programs Customized to Your Needs and Market We tailor the Integrity Selling® sales training program to meet the specific needs of many of the key industries in which we work. We understand your customers. We speak your language. And we’ll partner with you to deliver the business impact you want. Banking Bring customer-centric values to the forefront in a highly competitive landscape. Credit Unions Develop member-focused, consultative sales skills. Healthcare Forge productive partnerships with clinical and nonclinical customers. Professional Services Shift the dialogue from product-focused to client-centric. Why Integrity Selling? A value-driven sales process puts the focus on delivering the value that matters to your customers. That’s what keeps deals moving forward and keeps your customers coming back. Sales reps create value by becoming trusted consultants who actively listen to customers, solve their business challenges, and share useful insights—not by simply learning new ways to recite your products’ features. The key is that sales training must address both the head and the heart—logic and emotion. One of the primary contributors to stalled pipelines, missed quotas, and lost customers is a failure to adapt and upgrade the team’s selling approach to incorporate both of these aspects of the buyer’s decision-making process. To excel in today’s competitive and changing environment, your sales professionals must: Understand each customer’s challenges and how they impact buying decisions Frame products and services in the context of organizational or individual goals Identify the needs and priorities of stakeholders Recognize the importance of selling value beyond products and services Show a strong commitment to ethics and corporate integrity Develop a partnership mindset, not a vendor mindset Embrace new ways of selling in an increasingly digital world Integrity Selling® uses a proven, disciplined process to develop the SKILLSET and the MINDSET to unlock sales success and create productive partnerships with customers. It is a key component of the multi-year, holistic approach to sales success that Integrity Solutions’ training programs are designed around. Our sustaining modules support growth and great communication beyond core training courses. Integrity Solutions keeps good sales practices at the forefront of your organization—not an afterthought or a “one-and-done” training exercise. Integrity Selling is a key component of the multi-year, holistic approach to sales success offered by Integrity Solutions training programs. Integrity Selling lays the foundation for sales success with a proven, six-step selling methodology that addresses the commonly overlooked critical areas of self-belief, confidence, and achievement drive. Integrity Service is a comprehensive customer service training program that builds the behaviors and confidence to be truly customer-focused. Integrity Coaching trains leaders to nurture the best in their team members. Client Success Prev Next Quest Diagnostics: Building a Sustainable Model for Growth The Integrity Selling® Model provides value and enthusiasm for several reasons: First, it’s a realistic, detailed and customer-focused approach that allows you to be yourself while having a sales conversation with the customer. Second, it unifies all Quest lines of business to one language. Finally, it’s a model that other world-class sales organizations provide for their sales forces. Frank Turucz Executive Sales Director Shape Copy 1500 Commercial sales representatives and sales directors launched to a field sales organization Read Full Client Story Prev Next delta-faucets Delta Faucet: Increased Sales Team Confidence to Create Deeper Customer Relationships It is critically important to deliver a consistent message and approach to our customers. The Integrity Selling® module has equipped our sales associates with a systematic and common approach for preparation, qualifying the customer and sales call follow up. Integrity Solutions was the right investment at the right time for our business. Jon Dartt Vice President, Sales Shape Copy 16.5 % Average growth each year across Delta brands Read Full Client Story Prev Next Fortune 500 Company: Transforming Sales Team Culture to Focus on the Customer I have never had any selling system deliver results as dramatic or sustained as the Integrity Selling® System. What has made it unique is that it has been extremely effective with brand new producers and with experienced veterans, while spanning a time of tremendous change in our industry. Regional Managing Director Shape Copy 47 % Sales growth since beginning the Integrity Solutions learning journey Read Full Client Story Ask the Questions that Spark Change Why would a customer change their current behaviors to try your product or service? Learn the most impactful questions your sales team can ask to help them think differently about the future. Take the first step toward your sales success Take Your Training Further Exclusively for those who have already experienced Integrity Selling®, Integrity Coaching®, or Integrity Service®, our Sustainment and Supplemental modules help your team members sharpen their skills and keep Integrity Solutions core concepts front-of-mind— all within their daily workflow and without losing valuable time in the field. Integrity Prospecting Improve sales prospecting productivity and performance through a focus on the 4 elements of successful prospecting. Learn More Navigating the Complex Sale A dynamic account management course that provides practical tools to build and execute strategy in accounts with multiple stakeholders who influence buying decisions. Learn More Behavior Styles® Assessments – now called Communicating With Impact Use Behavior Styles methodology to improve relationships Learn More Sales growth requires a commitment to building trust and delivering real value. Ready to take the first step in building a customer-centric sales force with Integrity? Contact Us