"Our main finding, put simply, is that the central issue is
never about strategy, structure, culture, and systems. All of these elements, and others, are important, but the core of
the matter is always about changing the behavior of people." -John P. Kotter, THE HEART OF CHANGE
changes sales performance by changing behavior and attitudes. Here is how we engage with our customers: How we engage customers
Once a diagnosis is determined, our Programs, such as Integrity Selling® go to work to produce change.
is a six-step selling skills system that develops sales and service personnel by laying down a solid foundation of selling
principles. These principles are reinforced over time through practice and repetition that bring about real behavior change
These six-steps, known by the acronym AID,INC®, are the building blocks of the Integrity system. This
acronym stands for:
heart of the course is an initial 6-hour seminar conducted by a certified facilitator using video instruction and small group
discussion. It lays down all the principles of the program. Over the next 8-weeks, the participants practice the principles
by focusing on a particular skill while conducting their normal jobs. This is reinforced by recorded and print material.
A 30 to 45 minute telephone or live follow-up session is conducted each week by the participant’s manager, or a facilitator,
to garner feedback and support the principles. This is where the real development takes place as participants experience
success in their world.
Some of the things that make Integrity Selling® unique are that it employs Discovery Learning,
where questions are asked and situations created that cause people to learn for themselves. Also, it deals with the inner
issues that cause success, i.e. attitudes, values, self-beliefs and achievement drive. It is culturally consistent employing
a common language that helps communication for coaching and counseling. It fosters customer loyalties by identifying and
filling needs people have and creating value for customers.
Because the program is principle-based, it has universal application
in both the government and private sectors. Finally, it is process that is not overly complicated with information overload,
but rather experientially developed for lasting application throughout the participant’s career.