Most products or services are competitive from your client's perspective. Without establishing unique "value," everyone will focus on "price." 40% of the reason a customer buys is based on specifications and price; 60% of the reason is "value added" offerings (what you do for the customer beyond the product.)

Sustainable and profitable relationship result from your ability and desire to bring tailored ideas and solutions to the customer's needs. This requires an in-depth understanding of the customer's business - as well as superior creativity, problem solving skills and often an "integrated team selling psychology."

Our programs tailor to each salesperson's current experience and compliment their desire to perform with relationship marketing knowledge, tools, systems and reliable on-going support. We work with customers as a team and identify and agree on the best plan to maximise implementation and return on this training investment.

Whether your team is actually in sales and marketing, supporting sales from an internal role or just offering a product or service to clients, we develop skills in "successfully identifying and satisfying the needs of each customer, profitably".

When your team masters the ability to discover what a client needs and then provide a "solution" that helps them, the resulting satisfaction creates improved loyalty, referrals and more productivity. Our sales, marketing and/or customer service programs focus on improving the "service" skills of staff. Our programs dive into competitive challenges, cross-selling, expanding product/service ranges, new systems; they can also be specific to your organisation.

Team leaders are often grouped to learn new skills in creating higher performance from themselves and their teams. Sales people can be grouped by experience, product focus, client specialty, or sales cycle.

Entry level sales people can learn the basics of providing outstanding service, prospecting, qualifying the types of customers, identifying their requirements, presenting solutions and gaining new clients. The principles of self-management and personal organisation can be discussed or the establishment of successful call planning to maximise their effective client contact.

Experienced sales or customer service people often need to be reminded of the basics while learning new "spins" on their approach. Some of these basics are:

• Client retention,
• Referrals,
• Territory management,
• Proactive vs Reactive client contact

Experienced sales people sometimes need to move out of their "comfort zone" to attack the opportunities in front of them.

Unfortunately, many sales people "fold their tent" at the first sign of challenge or run to management with a price concession upon hearing price objections.

Entrepreneurship is a "crisis to perform," a mentality of how to succeed in spite of current obstacles." High Performance trains in personal goal setting, on-going commitment to skill development and outstanding self-management and planning to create top performing sales people. These top sellers will work in your business as if it were their own.

"Nothing is more important than satisfying targeted customers." This is one of the most important statement in business and the one that is the least likely, from the customer's perspective, to occur.

High Performance programs improve service commitment and delivery.

How difficult and expensive is it to attract a potential customer, identify their needs, covert them to a new client and satisfy their expectations? Why, then, do companies not commit to a strategy "top to bottom" of customer service? Customers are five times more likely to switch vendors becaues of perceived service problems than for price concerns or product quality issues.

The first rule is to keep current customers. This implies a targeted acquisition strategy, and recognition of those we do not want to lose.

High Performance is passionate about helping our customers continually improve their customer service. This is not a "soft" issue. Customer service is one of the key competitive strategies which will allow your organisation to maintain success and grow.