?

Log in

No account? Create an account

Smart Skills

The 3 programmes in Smart Skills are:

1.       Driving Sales Excellence – Using the Sales Performance Assessment™ (SPA™)
2.       Creating the Ideal Sales Profile – Using the SPA™ Strategic Directions
3.       The Psychology of Selling – Using the Myer-Briggs Type Indicator® (MBTI®)

These programmes are a chance to step up your whole team to the next level of sales effectiveness. They create high level awareness and behavioural change in sales professionals – objectives which cannot be achieved by standard sales programmes.

For more details, visit and follow Wallace Associates Microblr Page.

Winning Sales Negotiations

Uses the Thomas Kilmann Instrument™ (TKI™)

This is the classic assessment used in the Harvard win-win model for negotiation. It presents your score on the 5 conflict modes: competing, collaborating, compromising, avoiding and accommodating. It is important for you to know your habitual mode. During the programme you will learn the skills to feel comfortable operating in any of the modes.

[ Click here for article source. ]

Objectives

·        Use the TKI™ to plot your strengths and pitfalls in negotiating
·        Use a 2 phase model for negotiating – preparing and bargaining
·        Gain a huge advantage by preparing extensively – not only your own position but also your client’s
·        Direct the negotiation to your advantage by using skills from the TKI™ – plus bargaining skills from the model
·        Get the best deal when faced with very hostile negotiators – remaining professional and ethical

Content

Day 1        

·        Learn the modes of the TKI™ model, learn how to read situations and build the skills to work with the mode which will give you the best advantage
·        Be creative and use collaborating skills to achieve win-win
·        Practice the 12 steps of the preparing / bargaining negotiating model

Day 2         

·        Get more assertive as you learn how to negotiate in hostile settings
·        Learn how to maintain ethical standards and not be beaten
·         Deepen your skills in extensive role plays specially written for your company

For more related topic, follow Wallace Associates Tumblr Page.

Persuasive Sales Presentations

Objectives

·        Use techniques for creating persuasive material
·        Shape material which is creative and convincing
·        Control your nervousness and deliver in a confident manner
·        Engage your audience by using an interactive style
·        Handle questions from your audience using a 6 step model
·        Present powerful body language 

Content

Day 1         

·        Work in a class (12 people) to practise all the above key skills
·        Take part in several short exercises for body language, voice control and eye contact
·        Develop a team presentation and use this twice during the day for critique, improvement and handling questions skills
·        For homework you refine and improve your business presentation (which you prepared before class)

Day 2         

·        Break into a half class (6 people) and attend for half a day to deliver your 20 minute business presentation
·        Demonstrate delivery and question handling skills. Receive critique from your audience and the trainer

You can also read Wallace Associates Consultative Selling.

Consultative Selling

Uses the MDS 360® Sales Assessment

This assessment has 40 behavioural questions which assess all the skills used by your sales people in their daily sales roles. You may change these questions to suit any particular sales challenge in your company. The report can be a full 360, or just self and boss. It provides easy to read assessment data and a template for an effective personal development plan.

Objectives
·        Use the MDS 360® to understand your development needs
·        Agree on methods to improve prospecting
·        Use techniques for effective consultations – listen more, speak less
·        Understand your client’s need – don’t sell a product, create a solution
·        Communicate persuasively and overcome objections to close deals

Content

Day 1        

·        Building your sales presence and impressing clients at the prospecting stage
·        Building solid skills for asking questions, engaging dialogue and understanding client needs

Day 2        

·        Communicating your solution effectively using persuasive language and energised delivery
·        Moving the client to the commitment stage and closing deals
·        Managing your sales funnel using your company’s CRM system

For more info, please visit Wallace Associates. It is a locally-owned career management and coaching firm, leveraging over 25 years of business expertise, to provide customized career transition / outplacement, executive coaching, and personal coaching services. Through our partnership with OI Global Partners, we can offer these services through over 200 locally-owned offices in more than 25 countries.
 

Sales Effectiveness: Soft Skills

The 3 programmes in Soft Skills are:

1.       Consultative Selling
2.       Persuasive Sales Presentations
3.       Winning Sales Negotiations

These are foundational programmes for anyone in B2B selling. Most clients start with these programmes to establish key skills, define the company’s USP and sales strategy for all sales professionals.

For more info, please visit Wallace Associates. It is a locally-owned career management and coaching firm, leveraging over 25 years of business expertise, to provide customized career transition / outplacement, executive coaching, and personal coaching services. Through our partnership with OI Global Partners, we can offer these services through over 200 locally-owned offices in more than 25 countries.
You should understand your own drivers and needs first before pursuing your dreams. Big changes and adjustments constantly happen in most organizations and sectors nowadays. And this challenge awaits you once you've entered the professional world, so the question is, how prepared are you for this? Wallace Associates believes that the answer to this is a good career management.

Some people carefully handle their careers, while others don't. Those people who don't bother manage their careers end up with hasty decisions and jump into whatever they think is the upwards direction, which oftentimes result in negative outcomes. Wallace Associates Inc wants you to plan the course of your career strategically with career management to have a good future in your job.

Developing, implementing and monitoring your career goals and strategies is vital in career management. Wallace Associates recently conducted a study about career management and their reviews show that professionals with good career management do better than others, and face difficult problems with an optimistic mind and attitude.

Individuals who possess good career management are much eager to work or look for a job. Searching for new roles can be more successful if individuals are more engaged to do so. Moreover, more job interviews and offers await to those who implement career management in their lives.

Research is the basic foundation of a good career management where it allows you to learn more about yourself and understand your strengths and weaknesses, as well as grasp the fundamentals of the business world. Career management is a continuous and adaptive process; it will go on throughout your life. Every individual needs career management since effective planning is needed before making difficult decisions in your career.

To be good in career management, one must learn more about himself or herself, understand the environment, establish realistic goals, adopt and adjust strategies, develop skills in finding opportunities, and succeed in selection exercises. In case you need help, Wallace Associates is always here for your needs. The firm has decades of business and coaching expertise that made the lives of different people better and successful. Many people trust the firm's services and some of them are from Singapore, Hong Kong, and China.

Sales Effectiveness

MDS has a wide range of solutions for developing sales professionals in a B2B setting. These are arranged into 3 levels of complexity: Soft Skills, Smart Skills and Strategic Skills. All the programmes shown below are independent – which means the materials (and skills taught) in any programme are not duplicated or repeated in another.

These programmes are tailored to the client’s exact need. So the standard 2 day negotiating skills programme has been expanded by some clients into a 3 or 4 day programme – depending on the complexity of the sales setting. And case studies, role plays and exercises (at the heart of all these programmes) are always specifically written for each client.

Many of the programmes are built around an assessment instrument. This really does raise the level of learning and makes application of new skills easier and faster.

For more info, please visit Wallace Associates. It is a locally-owned career management and coaching firm, leveraging over 25 years of business expertise, to provide customized career transition / outplacement, executive coaching, and personal coaching services. Through our partnership with OI Global Partners, we can offer these services through over 200 locally-owned offices in more than 25 countries.
Wallace Associates discussed on their previous post the different benefits a person could get from hiring a life coach, now, the firm aims to tell you various ways on how to choose the right life coach for you. You should remember the following to ensure that a life coach is suited to become your personal coach.

Look for the certification

Ensure that the life coach is certified by an accredited professional school in your region and graduated from a qualified school. This is to determine if the coach has specific skills, conduct standards, and a foundation of training to perform life coaching. Check if your potential life coach belongs to an organization that is certified by a highly acclaimed coach training institutions in your area, e.g. iPEC Coaching in the United States.

Search for references

Wallace Associates Inc is certain that you will find reviews made by other clients about a certain life coach on the web. However, it's much better if you could talk to them personally and ask how good the performance of your potential life coach is. Finding the right life coach for you is hard but reviews claim that once you've found the one, he or she will provide effective coaching to you and initiate great changes in your life.

Seek right chemistry

Your chosen life coach should be a good match to you because personal chemistry is very important. To find out if your potential life coach is the right one for you, request for a sample session to him or her. And before choosing the one, make sure that you feel comfortable around the coach in order to build a deep connection that allows effective coaching.

If you want to experience good coaching services, then Wallace Associates is the perfect choice for you. The firm also has clients in different parts of Asia such as Singapore, Hong Kong, and China, which proves their international level of services. Their professionals can surely address and answer your concerns regarding life coaching.

With Wallace Associates' 25 years of business expertise, the firm strongly believes that any individual must understand their own drivers and needs to find fulfilling careers. After your college graduation, some of you might have no idea when and where to begin your careers, while others are pursuing careers that were only suggested by their family members or close friends. You also probably experience getting career advice from random people.

Nowadays, the world is very different and changes could happen in businesses in just a blink of an eye. Huge changes and adjustments in most organizations and sectors today seem normal. With this challenge awaiting for you, how can you manage a career? Can career management help you? The answer is a BIG YES.

Wallace Associates Inc has been involved in the field of career management and coaching for several years now, and they've seen a lot of people who manages their careers, but unfortunately, not enough people do that. Some people do hasty decisions in their careers where they jump into what they see to be an upwards direction. It's a sad reality but only a few people plan the course of their career strategically.

Having career goals and strategies are the main objectives of career management wherein you need to develop, implement and monitor these goals. It needs to be both art and science when it comes to career management to see great benefits. Reviews gathered by Wallace Associates state that professionals with career goals do better than those who don't have any or those who lack commitment to their goals. They can also face tough challenges with an optimistic mind and are more resilient than others.

A good career management makes individuals search for a job, or focus on their work with much enthusiasm. They are more engaged, which can result to a more successful endeavor when they're finding new roles. More job interviews and more offers could also come to individuals who establish good career management.

Professionals with good career management are more realistic about their job expectations and they are getting higher salary offers than others. Their effectiveness in every job interview is remarkable. To put it simply, career management makes your career more successful.

The basic foundation of a good career management is research. It is necessary to learn more about yourself and understand your strengths and weaknesses. You should also grasp the world of business. Career management is a continuous and adaptive process that will go on throughout your life. And it is particularly important to engage in active career management. Critical times will surely come to you and it is when you have to make the right decision where you shouldn't jump into something just because of the expectations of others or simply because it is a new opportunity. Don't choose a path just because you have no choice. Effective planning should be implemented and it is where career management plays a big role.

However, you're probably curious on what does it take to be good at career management, right? It includes some important elements, such as you must learn to better know yourself, understand the environment, develop realistic goals, adopt and adjust strategies, develop skills in finding opportunities and succeeding in selection exercises.

Now ask yourself, are you doing well enough for your career? If you think you need help, Wallace Associates is always here for you to answer your concerns. A good career management often leads to more payment, faster promotions, and more satisfaction in your career.

Wallace Associates and its decades of business and coaching expertise made the lives of several people better and successful. The countries of Singapore, Hong Kong, and China have seen the capabilities of the firm, which made many people trust the company even more.

Assessment Instruments

Data from assessment instruments has revolutionised the way we assess and develop leaders and sales professionals. MDS has selected only the best instruments based on their:

·         Reliability and validity
·         Applications in the workplace
·         Credible track record

We have become a centre of excellence for the following:

·         MBTI® (Myers-Briggs Type Indicator®)
·         FIRO®  (Fundamental Interpersonal Relationships Orientation)
·         TKI® (Thomas-Kilmann Conflict Mode Instrument®)
·         LEA 360™ (Leadership Effectiveness Analysis™)
·         SPA™ (Sales Performance Assessment™)
·         IDI™ (Individual Directions Inventory™)
·         GMI (Global Mindset Inventory)

We have also developed our own questionnaire, the MDS 360®, to give you a fast and easy-to-use skills assessment for your leaders or sales professionals. This is not a psychometric instrument but offers you raw data which is great to use at the start of a development programme, and following the programme to build an individual development plan.

Data from these instruments is used for:

·         Assessing candidates for talent development
·         Understanding a present behavioural profile for assessment and development
·         Raising levels of self-awareness for personal and professional development
·         Building essential content for leadership and sales development programmes
·         Hiring candidates (SPA™ and LEA™ only)

MDS delivers the Certification Programmes for these instruments, which means you can become a qualified practitioner then buy and administer these instruments for your own programmes. You can then join a large alumni group of certified practitioners to network, share ideas and develop advanced skills.

For more info, please visit Wallace Associates. It is a locally-owned career management and coaching firm, leveraging over 25 years of business expertise, to provide customized career transition / outplacement, executive coaching, and personal coaching services. Through our partnership with OI Global Partners, we can offer these services through over 200 locally-owned offices in more than 25 countries.
 

Profile

wallaceassoc
Wallace Associates

Latest Month

July 2016
S M T W T F S
     12
3456789
10111213141516
17181920212223
24252627282930
31      

Tags

Syndicate

RSS Atom
Powered by LiveJournal.com
Designed by Tiffany Chow