Integrity Part 1


This is Part 1 of a three part briefing on Integrity. 


There’s an old joke that goes like this: “When do you know that a salesperson is lying?  When their lips are moving.” 


Sometimes salespeople are likened to sleazy used car salespeople. 


But professional selling is an admirable vocation. Sales professionals are at the center of helping customers find solutions to business problems and they can serve as valued advisors. 


Unfortunately, too often, customers start with a negative perception of salespeople. Changing this perception can only happen when the customers know, like, and trust salespeople.


And the underlying foundation of building trust is… Integrity. 


Without integrity, you have nothing and will not be able to advance your sales career to higher levels.


I never had to apologize for selling a customer a solution or a set of services. I would have rather walked away from a deal than sell something that wasn’t right for the customer. I was fortunate to work for solid companies who held business ethics in high regard and sales teams were held to high standards. 


Never be in a position where you need to apologize to a customer for selling something that did not work or was unnecessary. If you plan to build your brand in a certain industry or a certain technology over a long period, your reputation will follow you. Your actions (the good, the bad, and the ugly) will stick to you like glue. Always keep in mind that your customer will share their experiences with others—not only the positive but the negative too.


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at