Sales Training
Integrity Selling®
Integrity Selling® is a proven sales training course used to increase sales, build customer loyalty and create a customer focused culture. Sales is redefined as a values driven process, where the focus is on creating value for customers through building strong relationships, identifying needs and solving problems. With increased competition and product parity, forwarding thinking companies have turned to needs-focused selling as a competitive advantage. For over 55 years, Integrity Selling® has been used by New Zealand and Australian companies to transform their sales teams through customer-focused sales training.
Essential components to sales success:
SKILLSET
Enhance sales skills by deeply understanding customers, fostering trusted relationships, and positively influencing their buying decisions.
MINDSET
Boost achievement and confidence by reinforcing positive attitudes, beliefs and values essential for high achievement in sales
PROCESS
A value-driven sales process that builds trust, identifies customer needs, ensuring a shift to solution selling and attracting and retaining loyal customers.
Generated Results
48.2%
Sales Growth
196%
Cross Selling
23%
Staff Turnover
72%
Employee Satisfaction
Sales Performance Development
Integrity Solutions helps clients see measurable improvement in five critical sales performance areas:
THE CONVERSATION
Understanding customer needs, Creating and conveying value, Communicating difference, Gaining customer commitments.
THE ACCOUNT
Maintaining value, Identifying new opportunities, Solving customer needs, Building strong relationships.
SALES MANAGERS
Creating a customer-focused and sales coaching culture, Shared sales language and process, Leading with purpose.
CUSTOMER SERVICE
Increase inter-personal skills, Enhance problem solving, Handle rejections and objections, Understand the customer.
Reinforcement, measurement and sustained improvement
Comprehensive Business Solution
Integrity Selling® provides a framework for creating a customer focused culture.
Critical elements include:
- A common sales communication model/language to facilitate clearer and more effective interactions within the sales team.
- An effective training platform to provide essential learning resources.
- A marketing alignment resource to ensure seamless coordination between the sales and marketing departments.
- A framework for advanced skills development.
- A behavioural interview resource for recruiting stronger candidates.
- A framework for managers to coach their teams towards improved sales performance.
- A sales process evaluation tool to monitor and assess the efficiency of the sales strategy and process.
- Ongoing reinforcements to keep the sales process vibrant and effective.
Sales Training Results
TRANSCEND &
TRANSFORM
48.2%Year-over-year
sales growth
+20%employee retention
Customer Satisfaction
scores improved from
12th to 93rdpercentile
RETENTION &
CROSS-SELLING
11%increase in services
per household
Cross-selling
increased
196%
Increased products
per customer from
1.3 to 3within 2 years
OVERALL
PRODUCTIVITY
Increased revenue by
23%within 6 months vs. 9%
average market growth
New hires became
productive at
6 weeksvs 6 months
Increased
overall business
25%
DEEPENING
RELATIONSHIPS
140%reported revenue
growth by region in
just one year
53%Increase in
customer commitments
Increased NPS from
low 60'S to high 80’sin less than 1 year
How Integrity Selling® Works
Prework
The exciting learning journey starts with the digital platform introductory module. Includes gamification and a variety of engaging, interactive activities.
Workshop
A one day interactive workshop. The focus is on application of skillset and mindset to your specific work environment.
Follow ups
Highly interactive 1–2-hour weekly group follow up sessions for 8 weeks. Focused on application in the real world.
Ongoing reinforcement
Advanced and refresher modules to keep teams performing at a high standard.
TSB Bank
Sarah Hall
-Manager, Customer & Compliance Learning,Teachers Mutual Bank Limited
Integrity Solutions provides ethical sales and service methodologies, promoting trusting relationships and values-based experiences. Integrity Solutions programs are highly practical and interactive, supported by professional resources. Our Integrity Solutions Account Manager, Megan, makes professional development for our people easy to achieve.
Barbara Rhodes
-Organisational Leadership Coach,Hudson
Across Australasia, the program at end of Q1 delivered a preliminary:
ROI of 311%, Gross Margin of 10% increased to 35%, Sales Calls 51%, Client Visits 34%, New Jobs 55%.
Hudson changed ownership, rebranded and re-introduced Integrity Selling to achieve the following goals:
A consistent customer focused conversation across the Australasian offices. Enhanced business consulting capability for recruitment and HR consultants. 10% increase in revenue. Implementation: 23 managers certified to conduct the programs inhouse for 300 consultants.
Michael Rolik
-Learning & Organisational Development Manager,Morgan & Banks
In the course of installing this philosophy and programme in our own company, we were so blown away with our success that we became a licenced partner with Integrity Solutions. Our results speak for themselves. During this downturn our company emerged as the clear number one market leader across all our market sectors, grew our sales, kept our team intact and our profitability increased tenfold. Additionally, we assisted many organisations make the transition to customer needs focused sales. I can highly recommend this programme.”
Peter Sullivan
-Former Managing Director,Grosvenor Engineering Group
Mitchell Edwards
-Group Sales & Marketing Manager,Meere IT Recruitment
Dennis Smith
-DirectorTraining Delivery Options
Trainer Certification
Our certification process equips internal trainers to manage the behaviour change process in their organisation. They are provided with the tools and skills to help employees in their organisation grow both professionally and personally.
Virtual Training
Flexible, interactive, online learning combined with skilled virtual facilitation. Our digital platform includes gamification, videos, social learning and many other features to promote engaging learning. Time and cost effective.
Inhouse Training
Provided by our highly experienced Integrity Solutions facilitators. We conduct a full discovery process to understand client needs and customise training accordingly. Classroom and virtual training options.
Open Course
For individuals and small groups. A combination of different companies and industries, creating camaraderie between participants. An excellent networking opportunity for salespeople and business owners looking to hone their skills.
Contact Us
Sales Training Programs Customised For Your Industry
In this demanding environment, healthcare sales training programs that focuses on skills and product knowledge is still important, but it’s not nearly enough. When you address mindset and build accountability into the process, you’ll help your sales reps discover a greater sense of purpose that will increase their self-belief, achievement drive and motivation.
They’ll be able to push past the obstacles they’re up against and focus on what counts: increasing value, differentiation and commitments from every interaction and solidifying customer trust and loyalty.
See how Integrity Selling For Healthcare can take your sales team to the next level.
Integrity Selling for Contact Centres equips your front line teams to connect with customers as advisors rather than order takers, you instil a sense of pride. They recognize that they are an integral part of the solution. This not only makes their jobs more rewarding, it also increases their engagement and motivation.
As a result, they are able to deliver a level of customer service that is completely genuine and demonstrates their compassion and concern.
Learn how Integrity Selling for Contact Centers focuses on building great teams.
Succeeding in today’s financial services environment will require your advisors and managers to step up to new market realities and create more value in the eyes of your clients.
Shift mindsets and give your agents and advisors a proven success roadmap that makes working in the client’s best interest a winning strategy. Build and motivate ethical behavior to forge long-term customer relationships. Use client-focused questioning to increase trust and provide more differentiating value.
Integrity Selling for Financial Services is sales training that equips advisors with a proven success roadmap to serve clients’ financial needs in a thoroughly altruistic, client-centric manner.
To achieve aggressive growth margin targets in an ever-more challenging and competitive environment, these teams must go after and acquire new customers.
Our programs are a process that enables them to engage in new discussions, elevate their confidence, move past plateaus and consistently perform up to their full potential in these challenging markets.
Integrity Selling® sales training programs for manufacturing and industrial organizations help teams break through the “belief boundaries” that may be holding them back so that they can achieve more than they may have thought was possible for them.