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Integrity is an Uncommon Commodity.

In the sales world, integrity is everything. When we talk about successful relationships; whether in business or in our personal lives, we talk about integrity. Integrity is not a common commodity; so don’t expect it from everyone. It is a product that lives inside the heart of a great man. It is a character trait that emanates from inside that overcomes the outside. Integrity is rare, thus upheld by few; it’s not something you see everywhere yet everyone looks out for it. Integrity is not riches, yet it is greater than wealth. Integrity is your true nature when you are alone; when no one is watching.

Integrity is Not a Skill; It is a Philosophy.

Integrity is an attribute that doesn’t come easy. You need to work for it. You need to earn it. Integrity is not a skill; it is a philosophy. It is a consistent character that distinguishes an individual. It is for individuals who want to prove a point even when they are standing alone.  Integrity is one thing everyone wants to see in any deal. Businesspeople want to do business with men of integrity. Spouses go for integrity; they want their partners to be noble men and women – people who can be trusted. Students want a character of integrity in their teachers. Followers want to follow a leader they can trust. Everyone is talking about the importance of integrity. Once integrity is missing, everything is gone!

With Integrity, Every Gap is Fixed!

Integrity covers every gap.  It fixes every other weakness. In leadership appraisal, integrity is rated higher than skill. A lot of people have skills but only few can boast of integrity. A man of integrity could be pardoned in other areas of weakness. Integrity is the starting point in any assessment. Deficiency in integrity affects other areas negatively.

Integrity is the No 1 Quality of a Salesman.

Integrity is one of the foremost qualities of a successful salesman. A salesman who shows a character of integrity will stand out always; he will command a lot of followership. His customer base will be on the increase. This also applies in other life endeavors. Integrity has its place in the journey of success. No matter what you do or where you see yourself, once integrity is absent, everything is lost.

A retired managing director of a multinational once shared a story in our company’s training that a particular salesman could not be promoted in their company because of absent of the character of integrity. The salesman does well in performance. His sales figures were always among the best but decision makers could not promote him to the next level because no one could stand for him when it comes to integrity. This is what people lose where and when there is lack of integrity.  No rational executive promotes a man with a questionable character.

In sales, integrity is the number one criterion for appraisal. Companies rate integrity more than any other factor. Buyers buy from the salesman and company they can trust. This is a given.

Integrity Makes the Difference.

Integrity is the outstanding word that makes the difference in the 1st Law of Sales. It is the word that separates the salesman from the conman. The conman and salesman have some things in common. They sell products and services. They send proposals to their targets. They attend business meetings. But there still exist a difference. While the salesman sells truthfulness, the conman sells dishonesty. This is the distinguishing factor that separates the two. It is important to note that when a salesman loses the essence of true salesmanship which centers on integrity, then there will be a need to define who he really is!  Real selling is hinged on integrity. Anything else is deceit.

Conmen have their selling strategies. They are also innovative. They apply reasonable level of ingenuity to ensure they convince their victims. The advancement in technology has also expanded conmen’s trade. They now have the ability to send out thousands of make-belief business proposals. Their proposals also come with punchy ‘‘benefits’’! Conmen never keep to their words. Their main stock in trade is falsehood. They are usually shortsighted and visionless. These can’t be attributes of a salesman.

A professional salesman is a man of his words. He goes all-out to keep his words. The salesman who proves attitude of integrity to buyers wins their hearts. Buyers will buy and continue the buying experience from the salesman when integrity is intact. In the business of selling, the importance of integrity cannot be overemphasized. The more buyers believe in you, the more you succeed. Be believable.

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This article was first published on 27th March 2017 and updated on August 2nd, 2017 at 3:09 pm


George Emetuche is a Brian Tracy endorsed best-selling author, sales trainer, life coach, on-air personality, motivational speaker, sales, and marketing consultant. He is the Chief Executive Salesman at The Selling Champion Consulting Limited. The company trains salespeople and other professionals on winning sales strategies. Reach him via sales[@] or

Comments (3)

3 thoughts on “The 25 Unbreakable Laws Of Sales (1): Conmen and Salesmen Are the Same Except For Integrity”

  • Nice Piece There! Integrity is the key word,once its lost your person/personality is gone.

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