ABOUT US

Fusion Performance Group provides the spark your sales team needs to get excited and feel confident in every customer service interaction.

We demonstrate how to provide exceptional customer service and generate greater sales with proven methods that are practical and effective. With a renewed energy your sales team will experience greater sales success armed with powerful tools and the ability to build stronger relationships with your customers. Our continuous coaching process and training products will also keep the fire alive ensuring lasting sales success.

Our Commitment to Results

We do what we do because we believe in the profession of selling and that there is a proper way to sell and manage sales people. The number of staff trained is not a success benchmark. We measure success by our clients achieving their sales objectives. How this plays out is in a commitment to staff and coaches to “keep the momentum alive”. We are passionate about getting results and will work with you until you succeed.

Philosophy

Everyone hates a pushy, aggressive sales person. We are successful because we teach service people to be effective at spotting new opportunities and completing the sale, without being pushy and aggressive. One mistaken belief we have consistently noticed that many staff have in financial institutions is that they hold an attitude that suggests that in order to be successful in selling they have to talk clients into a product or service. We refer to this as the “product dump” method of selling whereby you remind clients that there are options available, give them your best “spiel”, “plant seeds” and hope for the best. They feel they are “needs based selling” because they would never sell a product a client doesn’t need. We have learned that what this really means is that while they would never actually try to talk them into buying something they don’t need they would be willing to suggest a product that they may or may not need just to find out if they need it! Unfortunately, in the mind of the client, as soon as the product is mentioned they already think the Credit Union representative is trying to sell them. This, in our philosophy, is not needs based selling. Our approach is to train sales people in a common sense process that focuses on spotting opportunities, qualifying with the Client (and having them agree) that there is a potential need (opportunity), getting permission to explore how we could possibly solve that need, and then going to work with the client on possible alternatives that would solve their problem. We believe that good selling = good service. We also believe the converse of that is true: that bad sales skill = bad service.

Our People

One of the hallmarks of Fusion Performance Group is our consulting and facilitation team. We do not hire trainers, we hire individuals who have lived the philosophies we are preaching and have a track record to prove its effectiveness. Consistently we get feedback from clients telling us that this is one thing that strongly differentiates us in the market – our ability to share real life sales experience to illustrate principles that will make them more effective in selling. Having worked with Credit Unions since 1990 gives us the credibility and ability to speak knowledgeable about the industry.

Our people, many of whom have not worked for a Credit Union, have the external perspective necessary to focus on what it will take to improve sales performance without the tendency to buy into excuses for lack of change that may come from someone who has worked in the financial services business for too long.

History

The roots of Fusion Performance Group go back to 1987 when Larry Smith started a sales training company called ISI which focused on the automotive industry. In 1990 Larry was approached by the COO of what was then Pacific Coast Savings in Victoria, BC. PCSCU had previously spent a considerable amount of money and time in service & sales training that had little or no effect when it came to changing the behavior of front-line staff. One of the board members suggested that training companies from the banking industry don't even understand sales and sales management. He recommended they look outside the industry for help in changing the transactional order taking culture that they were accustomed to, to one of professional service and pro-activity.

Of course when they approached Larry he was a little reluctant to launch into another industry. So naturally he devised a comprehensive proposal that he was sure that PCSCU would find too expensive. They said yes. The program was highly successful and we were officially launched into the financial services market. The transformation at PCSCU brought additional clients anxious to duplicate their success. We added more personnel, refined the training materials, and continued to grow and specialize in sales processes for the financial services industry.

In 1998 we restructured forming a new company to focus strictly on the financial services industry. ISI / PAL Automotivaters Inc. continues to be a highly successful international company serving the automotive industry. Our recent rebranding has given us a new look that speaks to the expansion of our services beyond the delivery of sales and sales management training. For our clients we really do create performance through the Fusion of sales and service. Strategy. Execution. Achievement.

Our client list is extensive and has seen us working with large, multi-branch banks and Credit Unions in big cities to single branch institutions in rural Canada and everything in between.