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
20%
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.
What Our Clients Say About Us
TSB Bank
TSB has been working in partnership with Integrity Solutions for the past 28 years. We currently utilise the Integrity Selling for Banking programme as the framework for our needs-based customer conversations. The framework is widely used by our customer facing teams and aligns with both TSB’s values and customer centric service proposition. Over the past few years, we have worked with Megan to adapt the programme to meet the changing needs of our business and industry. Megans’ knowledge, passion, adaptability and willingness to collaborate has also been a significant contributor to the success of our partnership with Integrity Solutions.
Sarah Hall
-Manager, Customer & Compliance Learning,Teachers Mutual Bank Limited
Integrity Solutions has been our valued business partner since 2009. Our frontline teams commenced Integrity Selling and Service programs in 2009, and today new team members participate in Integrity Communication. 250 leaders have completed the Integrity Coaching program, which suits all leaders and supports our robust coaching culture.
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
“During a period of severe economic turndown, Morgan & Banks searched for ways to maintain our consulting team. We chose to embark on a sales development programme to enhance our skills in identifying client needs and offering tailored solutions. In the quest for that goal we discovered Integrity Selling, which we embraced as its key principles resonated with our own corporate values. In other words, selling was not about forcing your products and services on customers, it was about genuinely trying to establish customers’ needs and wants and finding solutions for them.
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
“What has been great about the Integrity Selling® program, from a sales manager’s perspective and in addition to increased sales results, is that I can focus on supporting the guys as apart from leading them. Now the proactive motivation is coming from them. That is absolutely ideal for a sales leader.”
Mitchell Edwards
-Group Sales & Marketing Manager,Meere IT Recruitment
“Integrity Selling® has empowered our recruitment consultants to sell with the way our customers want to be sold to. The customer-needs focused approach to selling is the most effective method for building successful business relationships with our customers. Integrity Selling® is a highly effective and simple selling system has given our business a distinct advantage in the marketplace.”
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.