You want to hit your monthly targets, exceed your first quarter goals, and get off to a fresh start this year that will mean prosperity and success.

There is one basic sales tool that is integral to achieving all of your goals, and if you’re like many entrepreneurs, you probably don’t think of this as a tool at all, much less one you must utilize.

Knowing this will give you a unique advantage moving forward. Because without this single advantage, you simply won’t hit your monthly targets month after month, regardless of the value of the product or service you’re selling.

So what is the one sales tool that is so important that you can’t succeed without it? Integrity.

To become a master of sales, you need to be a person of unwavering integrity.

Stay in business long enough and you’ll see this to be an absolute truth.

What Does Integrity Really Mean?

Integrity is doing the right thing at all times, regardless of who is watching.

You can’t have integrity some of the time or even most of the time. Every interaction and conversation you have with clients, colleagues, investors, employees, and new contacts needs to demonstrate your integrity.

Personally, I learned about the power of integrity from my dear friend and mentor, Bobby Wisinger. Back when I worked in direct sales in the 80s, Bobby was one of my divisional supervisors. He was a skilled businessman with a tremendous work ethic who went on to become a multi-millionaire.

Beyond ability, Bobby’s character was a major reason he attained so much success. A man whose word was his bond, Bobby always honored his commitments and taught us to do the same.

I have followed this guiding principle for many decades in my business and all areas of my life. And I can tell you from experience that regardless of the circumstances, when you act with integrity, you achieve success in the long run.

Why Can’t Your Business Survive Without It?

Many sales professionals and entrepreneurs who are decent people operate their businesses with an “end justifies the means” mentality. Driven by a desire to make more money or simply keep their businesses afloat, they compromise their integrity.

Often, they over-promise and under-deliver to meet their monthly quotas or cover up their mistakes, rather than taking ownership for them. Whether they fear that their clients will take their business elsewhere, or they think they “have no choice,” they take shortcuts and deliver less than 100%.

They might get away with it – or even profit from it – in the short term. And doing the right thing can often be difficult and uncomfortable. But when you act without integrity, your relationships will be damaged and your reputation will ultimately be tarnished beyond repair.

When you operate without integrity, it inevitably catches up with you.

Sales can be challenging in the best circumstances. With the added challenge of trying to close sales when people have heard through the grapevine that you’re untrustworthy, you set yourself up for failure and rejection.

Why is Integrity a Sales Tool?

The reason is simple: People buy from those they trust. When prospective clients believe they are dealing with an honorable person, they have peace of mind that you will do right by them.

This often gives them the confidence they need to move forward, resulting in more sales and a smoother sales process. They know that your goals are aligned, and they trust that if they aren’t, you’ll be honest with them.

I’ve also found that doing business with integrity attracts customers with integrity — the type of customers you want more of — whereas “fly by night” entrepreneurs and sales professionals attract customers who don’t place value on honesty and respect.

In business, when you are honest, do the right thing, and honor your word, people take notice and word spreads, resulting in greater referral business. And referrals are the best marketing money can’t buy.

So You Think You Sell With Integrity…

I can’t count the number of times I’ve worked with entrepreneurs with good intentions who will use sales techniques that cause prospects to question whether they’re a person with integrity.

This could be you, without you even realizing it. If your sales calls, sales pages, or marketing materials cause potential customers to question whether they can trust you, the chances of making the sale plummets.

Take a fresh look at your sales techniques, trying to put yourself in your client’s perspective, to determine whether you’re selling with integrity.

One of the most important skills I coach my Celeste Giordano Coaching clients how to do is to sell with integrity using techniques that generate RESULTS. You should never have to compromise one to get the other.

Do you want to “Double Plus” your income and build a reputation as an entrepreneur with integrity?

To close more sales THIS YEAR without cutting corners or compromising your values, contact me today.

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Celeste Giordano’s mission is to help business owners develop the skills, knowledge and attitude necessary to “double-plus” their income and become effective and inspirational leaders in their fields. Whether it’s taking your successful business to the next level or starting a new venture, she will teach you the exact skills and strategies you need to enroll more quality prospects, build a rock-solid team, and break through obstacles to achieve real profit and lasting success. Celeste is a professional business growth specialist, a master sales strategist, and dynamic speaker with 40 years experience in direct sales and managing high-performing teams.

To learn more about Celeste, click here.

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