Third Wave are training specialists who work to create competitive advantage through delivery of advanced programs in our areas of expertise for companies that wish their professionals to excel.

Selling to Senior Executives

This two day workshop presents a solid methodology based on empirical research of the role senior business leaders have in the decision making process for major purchases. It focuses on the necessary skills for salespeople and management who are tasked with selling at the executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those salespeople wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing newly promoted or recently appointed salespeople.

This interactive program delivers the most effective methods on how to gain access to business leaders and senior executives, organize sales research and create a customized value presentation that focuses on the client’s specific business drivers, initiatives and critical success factors.

The workshop explains how to articulate a value proposition in the executive’s own language, in a format that is compelling and concise to build long term business relationships, and leverage those relationships to orchestrate a sales campaign that will set your offerings apart from your competitors.

Participants will learn to:

• Understand how executive relationships can be leveraged to create competitive advantage.
• Employ five key strategies to gain access to and get the attention of the hard-to-reach executive.
• How to reach higher in the organization without damaging existing relationships.
• Speak the language of the C-Level executive to display specific industry expertise and business acumen.
• Establish immediate credibility at the C – Level
• Identify the key business challenges facing the executive's company as well as the business drivers and corporate objectives that you can impact.
• Position your offerings as solutions to specific business problems and articulate your unique value proposition.
• Establish a joint plan for a shared definition of “success” using the client's success metrics
• Earn and build high-trust executive relationships that ensure future access
• Track and manage your value for long-term

Class Size: max 16
Length: 2 days

Sales Skills for People who Hate to Sell

In today's competitive business environment, many technical and support people are being called upon to assume the additional role of developing customer relationships and contributing to company revenue such as individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts

These professionals require a new set of skills and strategies to attract, win and retain customers and been seen as 'consultants' to the client, rather than simply 'sales people'.

This interactive workshop will explain how to gain access to and forge long-term, high trust relationships with the top decision makers. It provides a step-by-step methodology on how to develop a consultative business relationship with clients. It will help save valuable time, shorten buying cycles, generate bigger revenues and ensure future business.

Participants will learn to:

• Position yourself as a consultant vs. product vendor.
• Discover how a consultative sales strategy can decrease price sensitivity and competitive threats.
• Gain access to key decision makers using proven methods that are most likely to succeed.
• Build confidence to call higher in the client's organization.
• Conduct a consultative business meeting vs. a sales call.
• Easy step-by-step approach to researching a customer's company, industry and business environment.
• Develop and present a compelling value presentation.
• Focus time and resources where they are most effective.
• Be seen as a trusted business advisor to the client's organization.
• Maintain 'loyal' customers vs. just 'satisfied' customers.

Class Size: max 16
Length: 2 days

Sales Management Coaching Workshop

We all live in an environment where the only constant is change. We encounter and engage in change in our sales processes, sales assignments and have new pressure on us to improve our interpretation and interactions with our sales teams. The way in which your sales managers supervise and coach their employees under these conditions will significantly affect performance and job satisfaction. Sales Management Coaching Skills is a two day workshop specifically designed to give you the tools to make the most of your day-to-day interactions with your sales team.

You will find that these tools and skills will help you and your sales team to make the most of your interpersonal interactions. You will be able to isolate performance issues, discuss problems, help your sales representatives seek your guidance and help them to overcome their sales related challenges and take advantage of the opportunities that lie ahead. You will also be able to reduce the potential for misunderstanding and miscommunication. Ultimately, you will be able to increase your level of job satisfaction and reach goals by working smoothly with your sales team while defining roles, objectives, responsibilities, assignments, and increase sales volume.

Participants will learn to:

• Make better decisions in the development of their sales team.
• Effectively manage and increase maximum sales performance.
• Effectively manage conflict and handle difficult situations.
• Develop a winning attitude on their sales team.
• Be able to teach, facilitate, guide, and conduct telephone selling skills.
• Effectively give and receive feedback.
• Build and credit on their representative’s idea.
• Avoid putting members of their sales team on the defensive.
• Make a positive impact on the quality of teamwork and directly increase sales productivity.
• Provide the opportunity to go beyond individual sales efforts while emphasizing the achievement of common goals.
• Define and set up a method to track the sales staff’s activities.
• Recruit and hire superior sales people.
• Motivate and help their sales team to develop specific job related selling skills.

Class Size: max 16
Length: 2 days

Coaching Skills for Women In Management Workshop

Managerial Coaching Skills for women is a three day highly interactive workshop that teaches the tools to make the most of interactions with subordinates through extensive video taped exercises and classroom learning games. This approach allows both the subordinate and the supervisor to make the most of every interpersonal interaction. Women managers learn to discuss problems and challenges with subordinates, to take advantage of the opportunities that lie ahead and reduce misunderstanding and miscommunication within their work unit.

Participants will learn to:

• Give positive feedback
• Manage effective anger management
• Practice how to give constructive feedback
• Listen to what other people are saying
• Manage conflict and handle difficult situations
• Facilitate, guide, and close discussions in one-on-one or group settings
• Give and receive feedback without putting others on the defensive
• Build on and credit other people’s ideas
• Improve teamwork and productivity within the work unit to achieve common goals
• Prevent misunderstanding by determining what people are really saying
• Define and set up a method to track subordinates’ activities

Class Size: max 16
Length: 3 days

Professional Women's Empowerment Workshop

This workshop is for women who are looking for the skills they need as they step into a bigger life. It is designed for women who swish to increase their confidence, stay focused and to reach higher, resulting in smarter decisions, reduced stress and greater personal and professional accomplishments. This workshop includes exercises and assignments, based on the success secrets of six-figure women, and will help you achieve more than you ever thought possible.You already have everything you need inside you to have a deeply fulfilling life and career, all on your own terms.

.Participants will:

• Design life intentions that include both their business and personal goals.
• Build their personal integrity and learning to base all decisions on their values.
• Make meaningful personal changes that reduce stress and simplify their life.
• Free up energy and other resources to attract what they want for their life now.
• Enhance the quality of their communication and relationships.
• Identify their business or personal skill sets that need polishing.
• Learn how to work through a career or life transition.
• Learn how to achieve better work/life balance.
• Gain clarity, focus and direction.

Class Size: max 16
Length: 2 days

Customized Sales Training Programs
 

Third Wave can help you - quickly and affordably - customize a Sales Training system or program for your organization. We can tailor our standard workshops or will completely customize a new unique sales system that will meet specific needs and expectations of your company and selling environment.

Simply put, we design the training to your corporation's needs either by adapting one of your existing programs, one of our existing programs or customizing a new program from the ground up. Customizing the sales material, role plays, case studies, and exercises allows us to focus the content and the learning activities to get you the most positive impact for your training dollars. Our staff is uniquely experienced in providing sophisticated, customized sales growth solutions for our individual corporate clients. 

Most importantly, our track record of repeated successes speaks very eloquently for itself. You'll find Third Wave creates customized sales solutions that include the latest advances in training technology, greatly expanding your choices in the area. Of course, we can expand or revise content to address your specific organizational needs. The length of the program, the learning level of your employees and the teaching objectives all help define our customizing techniques. Each customized program is totally unique - and strictly confidential. Our proven methodology for creating a clear, structured sales growth strategy will help you maximize market opportunity and revenue growth.

If you would like more information on our customized sales training services please contact us.

Public Seminar Terms and Conditions
No refunds are given for cancellation by a participant. A 100% credit will be offered for any cancellation made by participant to transfer attendance to another seminar within one year of original booking date. No refunds, discounts or credits are given for arriving late or leaving early. No refunds are given post delivery of a training workshop. You are invited to make an offer to purchase services on the terms of this agreement. All such services are subject to availability. The contract to provide the services is not formed until your offer has been accepted by the Third Wave.

Please Review Our Complete Terms and Conditions