Integrity Selling® Training Programs
Integrity Selling® is a comprehensive sales training program solution that balances the three essential components to sales success:
SKILLSET
Building selling skills with a focus on deeply understanding your customers and developing trusted relationships that influence and advance buying decisions
MINDSET
Bolstering achievement drive and self-belief by strengthening the positive attitudes and emotional factors that drive high-achievement
PROCESS
A value-driven sales process that establishes trust and connects to the customer’s underlying needs ensures the shift to solution selling really happens. It puts the focus on delivering the value that matters to your customers—keeping deals moving forward and keeping your customers coming back.
Integrity Selling®
Overview
Why Integrity Selling?
We believe sales training is not a ‘one and done’. That it should instead become part of the fabric of your culture, who you are and what you do.
Your sales reps need to become trusted consultants to buyers by actively listening, solving their business challenges and sharing insights — not selling products. Your team will need to focus on building trust and rapport in our increasingly digital world while becoming intimately familiar with your buyers’ goals and pain.
More and more products are seen as commodities. Trying to differentiate through describing why you’re different is only further putting you into the commodity basket – because that’s what your competitors are doing. Differentiation will come from how well your team can deliver value and build trust throughout the entire buying journey, the customer experience, not by how well you can recite your products’ features.
LISTEN TO SELL
MIKE ESTERDAY • DEREK ROBERTS
How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.
Proven Sales Training Programs
In a time of unprecedented changes and with economies rebounding, continued success will not be achieved simply by selling the same people, in the same way, with the same message as in the past. At Integrity Solutions, we believe those who excel in today’s competitive and changing environment 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 needs and priorities of stakeholders
- Recognize the importance of selling value beyond products and services
- Show a strong commitment to ethics and corporate integrity
- Have a strategic partnership versus vendor mindset
- Embrace and succeed with new modalities of selling such as virtual
Sales training must address both the head and the heart. Logic and emotion. Failure to adapt and upgrade your team’s selling approach and motivations is a leading contributor to stalled pipelines, missed quotas, lost customers and unfulfilled sales careers.
The Sales Training Process That Drives Real Behavior Change.
Methodology
Integrity Selling® works for brand new salespeople and the 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, the program 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.
Integrity Selling® focuses on a learning approach that begins with pre-work in the Integrity Solutions digital platform. This is followed by an initial workshop, delivered as a live virtual session or face-to-face. Eight weekly structured follow-up calls build accountability for application and engage managers to model and coach the behaviors.
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 issues and customers. We speak your language. And we’ll partner with you to deliver the business impact you want.
Virtual Selling with Integrity
Virtual selling demands a higher level of sales expertise. Ramping up technical skills are important, but they’re only a small part of what it takes to sell successfully in a virtual environment.
Navigating the Complex Sale
A dynamic strategic account management course that provides practical tools to build and execute strategy in large accounts with multiple stakeholders who influence a buying decision.
Integrity Selling for Medical Devices
Medical Device Sales Professionals can no longer rely on approaches of the past. The pandemic significantly hindered the ‘drop-in’ sales culture of the past. New influencers, broader coalitions of decision-makers — including the emergence of the non-clinical buyer — and changing regulations and policies have raised the stakes and the barriers to success. The Integrity Selling Medical Device Sales Training Program is specifically for MedDev sales professionals to develop successful sales techniques and behaviors
Integrity Selling for Banking
Changing regulations, tighter margins and increased consumer demand could threaten your revenue potential. And while technology may be changing the playing field, it’s not what will keep your customers loyal. Now more than ever, your greatest opportunity lies in building value for your customers.
Client Success
A few examples of the impact Integrity Selling® delivers for our clients:
INTEGRITY SELLING® PROGRAMS CUSTOMIZED FOR YOUR INDUSTRY
See All Our Industry Specific Training Programs
Take your Sales training further
Exclusively for those that have already experienced Integrity Selling® and want to continue to sharpen their skills and keep the Integrity Solutions core concepts front-of-mind within their daily workflow and without losing valuable time in the field. Asynchronous, self-paced sustainment modules and tools that deepen learning and speed results.
Related Resources
While organizations around the world are spending billions of dollars on training, most of that investment is being wasted.
Here’s what you can do to make sure your sales training initiatives add up to long-term results.
