Over 141 Years of Service to the Furniture Industry
Follow Us on Twitter  Follow Us on Twitter HyperLink RSS Feed Email Us  Login
  • ashley 07609
  • Storis 0713
  • Miff 2015 furninfo.com
  • Benchcraft 0714
  • Thomasville 110 Years
  • canada show 1014
  • Surya Think Pink 10.20.14
    

Integrity In Selling For Furniture Retailers

Furniture World Magazine
Posted:

Share Page With a Friend  

Article Summary: Peter Marino explains why selling with integrity goes further than selling with honesty alone.

View all articles by Peter A. Marino


Recently I heard someone quote a "paradoxical saying of Winston Churchhill's: "When you have integrity, you don't need anything else; when you don't have integrity, you don't need anything else." I immediately thought of how important the word integrity is to customers. The word integrity derives from the Latin word "integer" a word that made it into mathematics. Integers are whole numbers. The basic meaning of integer is whole, that is, having all its parts.
 
When salespeople practice integrity in their selling, the customer ends up benefitting from all the features of the product he or she purchases. Of course, if a salesperson doesn't mention he or she is looking for a certain feature, most of us trainers are fond of saying we don't need to bring up that feature. I agree with that thinking to a point. But once the sell is signed and ready for deliivery, I found my customers appreciated my telling them something like the following: "I know we didn't cover all the features in this product, since I felt you were interested only in the benefits you told me you were looking for. But just in case there are a few hidden features in this product that you may have a need for in time, I underlined some that may be important for you to know."
 
Selling with integrity goes further than selling with honesty alone. The two are a lot like efficency and effectiveness. The great Peter Drucker defined efficiency as doing things right, effectiveness as doing the right things . The word 'right' in the first part of sentence is an adverb, the word 'right' in the second part of the sentence is an adjective. Honesty is like efficiency; integrity is like effectiveness. In my experience, I have seen salespeople who do things right, but who do not do the right things. Efficiency is following the letter of selling; effectiveness is following the spirit of selling. 

See all of Peter Marino's articles on selling for furniture sales professionals in the Sales Skills Archives of the www.furninfo.com website.
 


Corporate trainer, educator and speaker Dr. Peter A. Marino has written extensively on sales training techniques and their furniture retailing applications. Scores of his articles are posted to the "Sales Skill Index" on furninfo.com. He is available for in-store training, and speaking.

View all articles by Peter A. Marino

  • featured banner
    PFP Mazer 0413
  • featured banner
    PFP 0413 factorywarehouse
  • featured banner
    PFP 0413 kayfurniture
    
  • advertisement
    Technogel 0714
  • adverisement
    Tidewater 0714
  • adverisement
    Horizon 0914
    
  • Advertisement
    borkholder1012
  • advertisement
    purecareenews01214

  • Thomasville 110 Years
  • Adverisement
    Isuzu 0814

  • niwa 0814
    
  • Advertisement
    genesis 11/10 150 x200
    

Video
Surya Quality Video
Video
Featured City of Hope
Video
Take The Tour!
Video
A Hope To Dream -Ashley
Video
  • Get iPad App
    Ipad Furniture World App
  • Advertisement
    library 150 x200