Attention Sales Community… Never Waiver From Your Integrity If You Want To Build Trust.May 23, 2022
"Honesty is more than not lying. It is truth telling, truth speaking, truth living, and truth loving."
James E Faust
Are you truth telling with your clients?
Are you truth speaking with your clients?
Are you truth living with how you carry yourself?
Whether this be in your personal life or in business, strong relationships are built on trust.
Real connections, real conversations, and real relationships are all built on trust
In a recent study conducted by the Dale Carnegie group, they found that 73% of the respondents indicated that trust is “very” or “extremely” important to them for building relationships with salespeople.
Check this out... in the same study they found that 71% of respondents said they would rather buy from a salesperson they trusted over one who gave them the lowest price.
Hard to build a trusted relationship based on transactional and price- oriented conversations
Trust, it's the wholly grail in sales. Trust boils down to perception.
Sales leaders, please key in on this for a moment...
How many of your client's perceive your salespeople as being credible and trustworthy? How many believe your salespeople have their best interest at heart? Would you even know? This my friends is your mirror moment!
Trust drives profitable business.
- Repeatable and consistent long term business growth
- Forgiveness and recovery when things do not always go as planned
- Loyal partnerships, and isn't this what you want?
Trusted Salespeople Are Consistent
“Trust is built with consistency.”
A trustworthy professional is consistently congruent. The walk matches the talk. They will more or less use the same behavior and language in any situation.
They have radical amounts of self-control to maintain their character. They won't wear different masks or pretend they're someone they're not just to impress. They are not self-serving but self-giving.
They consistently show compassion and out care all other salespeople.
They consistently show respect, gratitude and appreciation.
They consistently respect boundaries in their relationships because they help communicate around what a person is comfortable with.
More importantly, they consistently live with the utmost of integrity.
Sales professionals who are trustworthy are reliable. They do what they say they will do over, and over, and over again. Hard to gain your clients trust when you're reliable once.
Are you consistently delivering on your commitments?
NEVER WAIVER FROM INTEGRITY
"Real integrity is doing the right thing, knowing that nobody's going to know whether you did it or not."
In a post trust sales world, you must bring your integrity forward every single day. You must live it, breathe it and demonstrate it.
Living with integrity especially in sales takes courage.
Integrity is the practice of being honest. It is operating with a consistent and uncompromising adherence to strong moral and ethical principles.
Stop right now and think about these two questions...
- How many of your clients and future clients would define you as being honest?
- Would your clients and future clients use the words moral and ethical in your approach to working with them?
INTEGRITY AND TRUST, A MUST IN SALES
It has become sad and concerning that when we hear the words morals, ethics and integrity; we surely do not think of salespeople.
Integrity will shape your sales world and your career.
What is your end game in sales?
What do you want to be known for?
Will your integrity guide you? Does it sit on your shoulder?
I love what Andy Stanley says about integrity... "People with integrity do the right thing because it is the right thing even if it costs them."
Therefore, a failure of personal integrity adds stress to the people around you. Now apply this to your interactions with your clients... Do you smell what I am cooking up here?
Integrity is a universal expectation – you expect from people around you.
Why do we expect integrity from others even in times that we are not?
Will integrity guide you or will your appetite for commissions guide you?
Andy Stanley goes onto to say...
"You can’t be yourself as long as you're lying to yourself."
You can’t give your full self to your clients as long as you're lying to yourself. This will all come back to haunt you throughout your sales career. Your reputation is a terrible thing to waste.
Do you want to be known as a trust builder or trust buster?
I ask you to think about the following...
- What is competing right now for your integrity?
- What is competing for right now for your future self?
I'm here to inform you that when you breech your personal integrity, this will change/impact someone else’s and often times this just might be your clients' trust.
Think about where trust sits inside the sales world, and follow along with this...
- One breech of integrity leads to another
- The first breech makes the second breech easier
- The second breech creates a pattern/direction
Sales professionals with integrity are guided by integrity. They refuse not to lower themselves and the refuse to waiver from it.
What do you want to be known for in sales?
YOU WIN WITH INTEGRITY
It's quite unfortunate as we live in this cancel culture. Where a little bit of bad, erase a whole lot of good.
Your integrity is what determines your reputation, and as stated in Proverbs 10:9, Whoever walks in integrity walks securely, but he who makes his ways crooked will be found out.
A single bad choice to destroy a lifetime's worth of integrity.
Often times people with integrity have the same characteristics - they're humble, have a strong sense of self, they have high self-esteem, and ooze self-confidence.
These characteristics are important, because, in sales, you'll be under intense pressure from others to make the wrong choice.
Sales professionals who carry themselves with integrity win, and those who do not, get exposed as being empty suits.
INTEGRITY IS YOUR TRUST GUIDE
By now, you may have figured out that I am a huge Andy Stanley fan. When it comes to integrity, he goes on to say,
“If I’m overly concerned about what you think of me, I may not do what’s best for thee.”
Just curious, what is your integrity anchored to?
How are you interacting with your clients?
How are you handling yourself with your clients?
Please key in on this for a moment... If you're quick to abandon your integrity then you must ask yourself, "What's really driving me?"
Why is it in sales that many are more concerned with looking good than being good?
What is your goal and end game in sales?
In Selling from the Heart fashion, if you commit to leading with integrity, it won’t be how well you behave that gets people’s attention it will be how well you love that gets people’s attention.
If you would like to exponentially grow your sales, then it’s about...
- Giving to your clients
- Serving your clients
- Loving your clients
If you don’t love on your clients, I promise that someone else will.