Integrity Services

Integrity Selling^®

A values-driving sales process customized for banks

Today's banking environment is the most volatile since the Great Depression.  Building trust with customers and understanding their needs is paramount for success. In order to respond to the needs of this rapidly changing market, the Integrity Selling^® course has been customized for today's changing banking market.

Grounded in a Statement of Values and Ethics, the Integrity Selling^® curriculum embodies the following:

• Learning dynamics that influence attitudes and beliefs about selling
• A member needs-focused selling system — AID,Inc.^®
• How to identify and sell different Behavior Styles^®
• An eight-week follow-up course with accountability for application
• Principles-based content — easily accepted and applied by all bank employees
• A corresponding coaching course for Managers and Supervisors

Integrity Selling^® is typically conducted by your in-house facilitators, with strong management involvement and supportive coaching throughout the process. Integrity trainers are available upon request.

Congruence of Knowledge, Skills and Values

A shift in View of Selling requires more than providing associates with product knowledge and selling skills. It is also greatly influenced by beliefs and values as revealed in the following model:

Integrity Selling^® helps to bring these into congruence, or alignment, through unique learning dynamics and supportive coaching. As a result, associates have more confidence and commitment to consistently practice customer needs-focused selling skills.

Time Line for Behavior Change

The objective of Integrity Selling^® is to create positive, needs-focused selling behaviors. This occurs through time lapse, repetition and positive reinforcement. Participants are introduced to a values-driven sales process in a highly interactive, facilitator-led seminar.

Selling behaviors are practiced and reinforced in a eight-week follow-up course where associates apply the concepts as they interact with customers. These one-hour follow-up modules can be delivered by teleconference or meeting format.

The Foundation of Integrity Selling

A Statement of Integrity Selling^® Values and Ethics

1. Selling is a mutual exchange of value.
2. Selling isn't something you do to customers; it's something you do for and with them.
3. Developing trust and rapport precedes any selling activity.
4. Pressure is never exerted by the associate. It's exerted only by customers when they perceive they want or need the solutions you provide.
5. Selling techniques give way to values-driven principles.
6. Truth, respect, and honesty provide the basis for long-term selling success.
7. Ethics and values contribute more to the sales success than do techniques or strategies.
8. Understanding the wants and needs of customers enchances the ability to create value.
9. Negotiation is never manipulation. It's a strategy to work through concerns — when customers want to work through them.
10. Closing is a victory for the bank, their customers and the associate.

More Information

Contact us for more information.

Integrity Selling^®, AID,Inc.^®, and Behavior Styles^® are registered marks of Integrity Solutions, LLC.