Adaptive Sales Training
Expand Your Scope of Influence to Close More Deals
TypeCoach is an adaptive sales communication system used by sales teams and organizations around the globe who gain:
- The ability to tailor communication based on personality types
- Higher levels of trust and connection with clients
- Stronger rapport with key stakeholders and clients
- Greater ability to close deals by speaking clients' language
What sales resources does TypeCoach offer?
Gain the full attention and focus of others and increase your influence by speaking their language.
The TypeCoach Influence Program
- Step One: The Verifier Experience (pre-work)
- Step Two: Facilitated Training Session
- Step Three: Type-to-Type Tool + Coaching Videos
- Step Four: (Optional) Master Classes
Step One: TypeCoach Verifier Experience
Watch a Video
Watch a video about Extraverts and Introverts, which includes animations and a detailed explanation about each preference.
Adjust Sliding Scales
Move the sliders to show where you are leaning on Extraversion/Introversion. Repeat for the remaining three preferences (Sensor/iNtuitive, Thinker/Feeler, Judger/Perceiver).
Review Type Description
Read your most likely type description, based on how you moved the sliders. Decide if this is a “good” fit or not.
Decide Your "Best Fit" Type
Based on how you moved the sliders, you’ll read two Type descriptions. Choose the one that resonates most with you. Immediately download your personalized Type report.
Download Your Report
Immediately download your customized 8-page personality type report. 
Step Two: Facilitated Influence Program
Overview of the Adaptive Sales Communication Training Program
We all naturally connect, build rapport and close deals with those who are most similar to their own personality type. TypeCoach tools and training empower sales professionals to reach a much broader range of prospects and clients as they master the adaptive sales communication techniques.
It’s emotional intelligence at your fingertips.
All participants will receive the TypeCoach Sales Manager Guide booklet and a two-page reference document to support their learning.
Key Outcomes
Participants leave with three new skills that can be used to improve virtually all of their interactions:
Identify
Learn how to quickly identify key personality type preferences based on speech and behavior clues.
Adapt
Understand how to use the TypeCoach adaptive sales approach in conversations with key stakeholders.
Connect
Gain the full attention and focus of others and increase your influence by speaking their language.
Examples of Dynamics Addressed in the Adaptive Sales Program:
Influencing Introverts
- Roughly half the population are Introverts which can present a number of challenges, particularly for Extraverted salespeople.
- Introverts usually do their best thinking when they have time to reflect – how can salespeople work this fact into their process?
- Some introverts can be harder to read and use silence as a negotiation tactic. Learning how to sit with the quiet can take years to learn.
- The course covers strategies for influencing Introverts (and Extraverts too).
Here-and-Now versus Future-Focused Buyers
- About two thirds of the population are primarily influenced by focusing on short-term priorities and outcomes. Too much time spent on benefits that will not emerge in the next 2-3 months will dis-engage the potential customer.
- The other third of the population buys primarily for the long-term benefits they will see. If they are not convinced of the future impact, they will not engage – and time spent on short-term solutions will be generally insufficient.
- Graduates of this program are able to make this distinction in their prospects and adjust accordingly.
Relationship versus Pros/Cons Selling
- For many prospective customers, the personal connection they have with their salesperson is more important than what is being sold – the “messenger is the message” for these customers and the salesperson can’t spend too much time on relationship building.
- The other half of the population is influenced primarily through a review of the pros and cons of what is being offered. In fact, if they are not told of the “cons” in an offering, they are likely to be skeptical and slow to engage.
Closers versus Openers
- About 60% of the population are interested in reaching closure early in the sales process. For salespeople who are wired the same way, introducing closing questions (timelines, budget, etc.) is fair game early in the process.
- The other 40% of the population will take longer to warm up and approaches that are too closure-focused early on will dis-engage the buyer.
- The course allows natural closers and natural openers to adapt their style to the needs of their prospect and bring closure into the conversation at the right time.
Aligning with the Buyer's Core Values
- People generally want to make decisions that are consistent with their core values.
- Some people are all about being reliable and responsible and so the salesperson who is most effective with them will emphasize the things that make the offering a safe choice – how long it has been used, by how many people, and so on.
- Others are interested in challenging the status quo and looking for new innovations – the emphasis is less on safety and more around pushing limits and advancing forward. Aligning your offering with these core values for these buyers produces the best results.
- The course uses video interviews to bring these elements to life.
Step Three: Ongoing Resources
The Type-to-Type Tool
Type-to-Type allows sales teams to access adaptive sales communication advice based on the personality combination of any two people on the team. Add your hypothesis of your clients’ personality types, then click on any client and the system takes the guesswork out of the best way to approach your sales conversation with top ten tips for YOUR type working with THEIR type. This resource is provided on an ongoing basis and new team members can be added as they join.
The Coaching Videos
This set of five coaching videos are customized to YOUR personality type and deliver powerful “best practices” for maximizing your strengths and becoming more balanced in your type. The coaching videos are based on TypeCoach’s work with thousands of leaders who share YOUR type, and they are a game-changer for those looking to accelerate their growth as leaders.
Step Four: (Optional) Master Classes
TypeCoach offers a variety of additional 90-minute courses that can be offered as ongoing learning and team-building opportunities after the adaptive sales program. Click on each title to learn more:
Two Adaptive Sales Program Options:
Custom Training Program Delivered by TypeCoach
Contact us at support@typecoach.com to have one of our own experienced TypeCoach Master Coaches facilitate a training program customized to your unique needs. Programs can be live, via webinar (or a hybrid).
Train Your Own
In-House Facilitators
Participants in our core certification are licensed to facilitate our Team Program, and equipped with slide decks and presenter notes. Once certified, the only cost to facilitate is for each participant to have a TypeCoach account.
Testimonials...
“I think the TypeCoach tools and training has really given us a common language across the whole organization. The thing I love about them is that they are incredibly simple to take on board and then it becomes extremely easy to adapt how you communicate with people. And, by having a common language across the whole organization, it’s something that really holds us all together.”
“TypeCoach represents a dynamic new approach to an established and powerful model. The TypeCoach team has created versions of their programs specific to our organization through an extensive partner collaboration. The results are cutting edge, practical and impactful programs which are helping us drive results.”
“I love TypeCoach. I talk about TypeCoach all the time. I use it all the time. I’m much more conscious now and really try to figure out what someone else is, so I can align my communication style to work best with them so they can understand me and I can understand them better. . .There is just a lot to TypeCoach. I think it’s amazing.”
“TypeCoach gives you the ability to not just understand who you are, but begin to understand who other people are and the resources that TC provides you are far and away above anything else that I’ve seen out there.”
"It’s a way to influence other people really quickly. . . get to know people really quickly. It also helps a great deal to know what stresses people out, so we can help people get back to center and be their best selves.”
Voriger
Nächster
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