The Showstopping Question; Integrity
The question I asked him seemed to make the planet stop spinning. It certainly brought our conversation to a momentary halt…
I was speaking on the phone with a company president who was describing a potential hire for his sales team. He told me of the man’s background and accomplishments. He mentioned that there was a good track record for garnering new business. The president went on to say that he had known the man personally for several years but they had never worked together.
The purpose of his call to me was to get my opinion as to whether the man should be considered for employment. I listened as all of the pluses were listed, while also hearing the president’s concerns and fears.
A question came to mind. I don’t know that I’ve ever asked it before, to be honest, but it came out of me before I could stop it from crossing my lips:
I asked, “Is he a man of integrity?”
Integrity. Character. When I hear words like this, I associate them with words like, “Vintage,” “Old-school,” and even, “Capt. America” (A couple of lines from his last two movies brought that on).
At the advice of a woman that I deeply admire and respect (a woman of great integrity and character*), I read and am now rereading, “Integrity” by Henry Cloud. In time, it will be underlined and highlighted and dogeared and quoted numerous times. It’s just that good.
In the book, the author gives the analogy that we are all boats and asks us to consider if those who are behind us—those in our wake—are waterskiing or drowning. It is a challenging read, not because it uses big words or is written in Latin, but rather because it holds up a mirror and demands that the reader look into it with honest eyes.
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him: firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.