I sent an email to my team that works with me as we introduce the Integrity Solutions behavior change processes to companies that desire to become more customer centric.
I later sent it to several other people, and finally decided just to put it on the blog:
I am reading “How To Win Friends and Influence People” and ran across this paragraph in chapter 2:
“Flattery is counterfeit, and like counterfeit money, it will eventually get you into trouble if you pass it to someone else.
The difference between appreciation and flattery? That is simple. One is sincere and the other insincere. One comes from the heart out; the other from the teeth out. One is unselfish; the other is selfish. One is universally admired; the other universally condemned.”
I found it an interesting parallel to what we do when focusing on customers.
If we do it only on the surface, but beneath we still care more about selling our products and services than we do about meeting the customers needs, they will know.
When that happens we are seen as insincere and untrustworthy.
Where is your heart? Is it focused on you or others?
Jesus said: “But the things that come out of a person’s mouth come from the heart…” Matthew 15:18
Integrity Selling doesn’t change a sales person’s heart as much as it reveals it during the sales process.
Your values are how you believe people should interact with each other. Use your Foundational Core Values to guide you as you interact with your customers today.
Then use the Integrity Selling process to lead you through the conversation.
I wish you great success in your interactions with others today!