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Third Wave was founded in response to an
overwhelming need for new sales strategies to accelerate revenue
generation in an increasingly competitive global marketplace.
The first wave of sales methodology,
Feature-Function-Benefit Selling, has been with us for sixty years.
The second wave, Need-Satisfaction
Selling through Probing Questioning, is still used by most sales
people, including your company’s competitors.
Third Wave’s sale methodology creates competitive
advantage by raising sales processes to a level that have yet to
be implemented by most enterprises. Adopting Third Wave sales processes
your organization will be viewed as a long-term trusted advisor,
moving your product and services out of the arena of a price driven
and competitive struggle.
This is achieved through the delivery of a structured,
scalable and repeatable methodology that shortens the sales cycle,
increases the ROI to shareholders, and creates definitive financial
payback by dramatically impact a company’s ability to attract
and retain revenue while growing their people.
WE ARE CLIENT CENTRIC
We never deliver 'off the shelf' workshops. Our
materials are custom tailored to fit your business. all training
content will use terminology that is in alignment with your business
environment. We can tailor our content to incorporate any and all
sales tools and methodology you already have in practice so that
everything we teach is congruent with and supports your current
sales processes and structure.
We have over 30 years experience working within
the Asia - Pacific region. We bring our in-depth cultural knowledge
to our training throughout China, Singapore, Malaysia, Indonesia,
India, Korea, New Zealand and Australia.
WE 'MAKE IT STICK'
The real challenge of any training is to ensure
it's full integration by participants. Research has shown that most
training initiatives are only 12% effective in the long term, while
when combined with coaching the 'stickability' of training can dramatically
rise to 84%!
Most training falls short of it's goal because
participants lack the 'right' motivation and focus to act effectively
in implementing their new skills. We incorporate coaching into all
our workshops to provide maximum ROI on training efforts by ensuring
that participants have not only improved their skills using the
latest in accelerated learning techniques that motivate and inspire;
but also have a workable action plan to reach new levels of success
in their career.
 Envision
the work experience at a performance enhanced organization. It is
comprised of inspired, fulfilled and engaged people - learners performing
at their peak. People contributing to a vision they believe in,
in an organization that supports and nurtures each member's individual
needs, strengths and abilities. Now contrast that with your current
reality. What is the gap and why does it exist?
There is a perceived conflict between what workers
need to be happy and what organizations need to stay competitive
in today's business environment. Individuals need support in understanding
and taking action on their own values and leveraging their real
skills and talents. Organizations need to maximize the effectiveness
of each member of their team in support of the company's clearly
articulated vision and goals.
Third Wave coaches employees to reframe
challenges, improve their communication skills, and define their
own values and vision as a framework for peak performance. We work
with organizations to improve team effectiveness, design and implement
work/life balance initiatives and shift culture. Third Wave helps
close the gap in perception and provides tools and resources for
sustainable growth and success.
| Traditional Culture |
Performance Enhanced Culture |
| A disconnection between bottom line results and people’s
needs |
People are inspired by a common vision and
values they can readily channel their energy into positive bottom
line results. |
| A command and control culture |
People at all levels in an organization become more self-responsible.
The need for command and control is replaced with an environment
of mutual respect and proactive problem solving. |
| Lack of personal ownership for business results |
A coach approach to performance recognition brings out the
best in people and increases their ownership of business results. |
| No succession planning |
Individual strengths are recognized the organization benefits
from an ever increasing pool of available talent. |
| Losing top talent |
Mentor coaching supports top talent to define their own value
and deepen their satisfaction in the present situation. There
is an expanded role within the organization rather than seeking
fulfillment elsewhere. |
| Conflict between vision, values and actions |
People are encouraged to align their conduct with the highest
level of integrity possible. |
| Different communication styles and misunderstandings |
Coaching increases an individual’s ability to connect
with others beyond perceived differences by listening on many
levels. |
| Motivation by intimidation |
Motivation based on expanding choices leading to more powerful
outcomes. Leaders empower others by using a coach approach. |
| Blaming when breakdowns occur |
Coaching provides a framework for inquiry, which transforms
breakdowns into new opportunities. |
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“Brian has shown us how to take our product out of a price
driven struggle and we have now become trusted advisors to a number
of our key clients. The difference this has made to our overall
revenue has been more than we had imagined.”
Amy Moore, General Manager
“Your workshop provided us all with
a better understanding of how to develop our long term accounts
and coach our account managers more effectively. Also, the worksheets
have made putting it into action very simple.”
Gill Issacson, Sales Director
“You have given our management team a whole
new perspective on life and work! The new attitude has significantly
enhanced the overall company culture. Many thanks for your wonderfully
positive and productive workshop.”
Kalvin Sung, Executive Director
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Our
training makes a lasting difference...