KASH Associates

Are you satisfied with your current sales production? Probably not. Yet, you may be reluctant to invest in sales training because you are not convinced of its effectiveness or ROI. It’s true; most so called “sales training” does not have lasting or long-term effect. Why? Because most of this “sales training” falls into one of two categories: • Seminars based on emotion and group pressure dynamics • Cerebral studies and memorization of sales strategies and techniques. Neither develops sales people because research tells us that over 90% of the information will be lost after three weeks. We are different. We offer self-customizing, behavior-changing programs that get results because they are based on principles of professional development that affect long-term beliefs, abilities, actions, and attitudes. Methodologies include rigorous follow-up, real world practice, repetition, recognition and reward. Ironically, these principles of development cannot be learned intellectually, but rather must be developed. Let us show you how. We offer consulting and training programs on a wide variety of sales related issues, including recruiting and interviewing, selling skills, coaching, customer service, and goal achievement.

"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 Integrity Systems® 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. Integrity Selling® 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 for success. These six-steps, known by the acronym AID,INC®, are the building blocks of the Integrity system. This acronym stands for: • APPROACH • INTERVIEW • DEMONSTRATE • VALIDATE • NEGOTIATE • CLOSE The 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.