Maintaining your integrity often becomes a critical issue when you succeed because it is then that you may be called upon to compromise your principles. A true win requires you to keep your integrity despite your success.
Developing a reputation for honesty and integrity is simply the right thing to do. It’s also a smart business and sales strategy because people do business with people they like and trust. When you have integrity, your prospects, custom
ers, peers, and coworkers will trust you. And the more people trust you, the less risk they feel in working with you and in buying from you.
The truly outstanding salesperson doesn’t misrepresent what the product or service can do. The salesperson with integrity tells prospects when a product or service isn’t right for them. Even if a prospect doesn’t buy, he or she will always remember the salesperson’s integrity. According to Zig Ziglar, “The most important persuasion tool you have in your entire arsenal is integrity.”
Don’t get me wrong — I’ve made some mistakes I’m not proud of. What I can tell you is that the agony, dissatisfaction, and other negative consequences the low road brought were never worth it. I learned that lesson the hard way. Now I do my best to avoid the low road no matter what instant satisfaction or temporary rewards it may seem to offer.
Taking the high road is often not easy or popular, but if you compromise your principles and integrity, it will always end up costing you in the long run.
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