Joe Sugarman's Triggers - Your Money or Your Life
I know what the dictionary says about the word integrity. “The quality or state of being of sound moral principle; uprightness, honesty, and sincerity.”
But I like to call integrity very simply, “walking your talk.” Anybody can have integrity as long as they walk their talk. A criminal can have integrity. You don’t have to be honest or sincere.
I had a lady friend who was a medical doctor and an entrepreneur even though she was not a very good business woman. In her dealings, she managed to make a number of mistakes and was constantly dealing with lawyers who also took advantage of her.
One day she was robbed. A gunman walked up to the side of her car as she was about to drive away, put a gun to her head, and said, “Give me your money or your life.” The choice was simple for her. She gave him her money.
Later when she told me what had happened, she said that she felt the gunman had total integrity. “He said what he wanted, I gave him what he wanted, and then I was able to drive away. I can’t say that about my very own lawyers.”
Whatever you say, you’ve got to walk your talk. If you say you are going to do something, do it. If you make a promise, deliver. If you agree to provide quality service, deliver quality service. In short, walk your talk.
A dear friend of mine, Dr. Jerry Jampolski, author of the best seller "Love is Letting Go of Fear," has a definition of integrity: “Your thoughts, your words and your actions are all in alignment.”
In the selling process, your prospect will quickly sense your level of integrity based on what you say. This concept can be very subtle at times. If you say something that isn’t consistent with everything else in your presentation, make an exaggeration that you can’t prove, or say something that is out of context with who you are, it will be picked up very easily by the prospect.
Your prospect has to trust and like you. One of the sure-fire ways to destroy that trust, faith, and respect is to not walk your talk.
Integrity can be reflected by the condition of your showroom. If your advertising has a clean image but your sales offices are sloppy and look like a mess, you are not what I call “in integrity.” If you are selling an upscale product but dress in jeans, you are not in integrity. If you are selling discounted merchandise in a store, jeans might be perfectly acceptable.
I’ve spent a great deal of time in Maui, Hawaii, where I have many friends. Maui seems to be a center for spiritual awareness and many people who live there have a keen knowledge of many of the spiritual principles. But I have observed that there is a group of residents who talk about how spiritual they are but never follow any of the true spiritual principles.
For example, one of the basic spiritual principles involves drawing no judgments about people but accepting everybody for who they are. The ones who talk the loudest about how spiritual they are seem to be the ones who are the most likely to form cliques and talk behind the backs of their friends. They aren’t walking their talk.
It seems that the most vocal of those proclaiming their spiritual principles are the most flagrant violators of those same principles. My truly spiritual friends say little but really follow the principles.
In your sales presentation, regardless of how much you talk, if your actions don’t follow your words and aren’t in alignment, you’re not in integrity.
In one of Shakespeare’s plays, the phrase “The lady doth protest too much” is used to point out that one of the play’s characters is probably guilty and is trying to cover the guilt by the exaggerated denial.
But hey, nobody is perfect. How do you go about improving your integrity to improve your chances for sales success? Probably the best method is through awareness. Simply being aware that there must be alignment in what you think, say, and do will go a long way toward improving your level of integrity.
You can start with a small chunk of misaligned integrity and work to correct it. You can start delivering exactly what you promise, acting consistently with what you represent—in short, aligning yourself with your thoughts, words, and deeds.
The integrity of the person delivering the message is always amazingly clear to the
recipient. Show good integrity and your sales success will improve dramatically.
Trigger 7: Integrity
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