Adaptive Sales Training
Expand Your Scope of Influence to Close More Deals
TypeCoach es un adaptive sales communication system used by sales teams and organizations around the globe who gain:
- La capacidad de tailor communication based on personality types
- Mayores niveles de confíe en y conexión 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.
El programa de influencia de TypeCoach
- Primer paso: La experiencia del verificador (trabajo previo)
- Segundo paso: Sesión de formación facilitada
- Tercer paso: Herramienta Tipo a Tipo + Vídeos de formación
- Cuarto pasoClases magistrales (opcionales)
Paso uno: Experiencia del verificador TypeCoach
Ver un vídeo
Vea un vídeo sobre Extravertidos e Introvertidos, que incluye animaciones y una explicación detallada sobre cada preferencia.
Ajustar las escalas deslizantes
Mueva los controles deslizantes para mostrar hacia dónde se inclina en Extraversión/Introversión. Repita el proceso para las tres preferencias restantes (Sensor/iNtuitivo, Pensador/Feeler, Juzgador/Perceptor).
Tipo de revisión Descripción
Read your most likely type description, based on how you moved the sliders. Decide if this is a “good” fit or not.
Decida cuál es su tipo "más adecuado
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.
Descargue su informe
Descargue inmediatamente su informe personalizado de 8 páginas sobre el tipo de personalidad. 
Segundo paso: Programa de influencia facilitada
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.
Es la inteligencia emocional al alcance de la mano.
All participants will receive the TipoCoach Sales Manager Guide booklet and a two-page reference document to support their learning.
Principales resultados
Los participantes se van con tres nuevas habilidades que pueden utilizar para mejorar prácticamente todas sus interacciones:
Identificar
Aprenda a identificar rápidamente las preferencias clave del tipo de personalidad basándose en pistas de habla y comportamiento.
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.
Tercer paso: Recursos permanentes
La herramienta Tipo a Tipo
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 SU tipo de trabajo con SU tipo. Este recurso se proporciona de forma continua y pueden añadirse nuevos miembros del equipo a medida que se incorporan.
Los vídeos de Coaching
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.
Cuarto paso: Clases magistrales (opcionales)
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:
Programa de formación a medida Impartido por TypeCoach
Póngase en contacto con nosotros en support@typecoach.com para que uno de nuestros experimentados TypeCoach Master Coaches facilite un programa de formación adaptado a sus necesidades. Los programas pueden ser en vivo, vía webinar (o un híbrido).
Train Your Own
In-House Facilitators
Los participantes en nuestro certificación básica 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.
Testimonios...
"Creo que las herramientas y la formación de TypeCoach nos han proporcionado un lenguaje común en toda la organización. Lo que me encanta de ellas es que son increíblemente sencillas de asimilar y luego resulta extremadamente fácil adaptar la forma en que te comunicas con la gente. Y, al tener un lenguaje común en toda la organización, es algo que realmente nos mantiene unidos".
"TypeCoach representa un nuevo y dinámico enfoque de un modelo establecido y poderoso. El equipo de TypeCoach ha creado versiones de sus programas específicas para nuestra organización a través de una amplia colaboración de socios. Los resultados son programas vanguardistas, prácticos y de gran impacto que nos están ayudando a impulsar los resultados."
"Me encanta TypeCoach. Hablo de TypeCoach todo el tiempo. Lo uso todo el tiempo. Ahora soy mucho más consciente y trato realmente de averiguar cómo es otra persona, para poder alinear mi estilo de comunicación para que funcione mejor con ellos, de modo que puedan entenderme y yo pueda entenderlos mejor. Hay mucho en TypeCoach. Creo que es increíble".
"TypeCoach te da la capacidad no sólo de entender quién eres, sino de empezar a entender quiénes son otras personas y los recursos que TC te proporciona están muy por encima de cualquier otra cosa que haya visto por ahí".
"Es una forma de influir en otras personas muy rápidamente. ... conocer a la gente muy rápidamente. También ayuda mucho saber qué es lo que estresa a la gente, para poder ayudarla a volver al centro y ser lo mejor posible."
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