Sometimes the Human Experience doesn’t always match up to what we want it to be. Whether in business or our personal life, we face a series of human faults – both our own and that of other people. But there is something you can do to make your experience and those of the people around you better. This solution centers in an attribute too frequently underplayed: Integrity. Believe it or not, it is key to any sales system.
Integrity may feel indefinable or elusive at times. However, it is an attribute that we have studied deeply at Griffin Hill. Integrity is the foundation of our systems and methodologies. Integrity leads to repeat business, more referrals, larger pipelines, more revenue, and more opportunities. It is the gateway to an abundance of new paths. Integrity will change a sales system from rote to meaningful.
What does integrity look like? Integrity is to be whole – to be complete, without flaw and without gap. It is to be honorable, true to yourself, respectful, and goodness of intent. Perhaps this is why it is so easy to succumb to bad examples and abandon integrity – our motives are not always as honorable as they appear. The root of any lack of integrity is usually greed either towards more money, more success, or more recognition. Often times this is also at the expense of another individual. The lack of integrity is usually characterized by manipulation, selfishness, and applying pressure or over aggressive behavior in a sale or a relationship. In sales, if our concern is getting money from our prospect, we are not acting with integrity. When we use our relationships for personal gain to any degree, we are not acting with integrity. Ask yourself, what is motivating me to act the way that I do? When the answer is in the best interest of other party, you are on the right path.
Here are ways you can build your integrity and discover it’s inherent virtues:
- Focus on what you are giving, rather than what you are getting.
- Look at your schedule and ask yourself if your activities reflect who you really are.
- Spend time in a conversation lifting someone else up by highlighting their positive characteristics.
- When selling, focus on listening and avoid interrupting.
Integrity is integral to every facet of Griffin Hill. Our principle-based sales system is named The Griffin Hill Integrity Sales System. There is well-founded evidence showing that integrity is the key to success in the sales process. Integrity is a principle of human psychology that should drive our crucial conversations in business and life. If you would like to learn more about the power of Integrity in sales visit our page.
