Adaptive Sales Program
TypeCoach Resources for Amazon Sales Teams
The world’s leading organizations use TypeCoach to super-charge their sales performance
TypeCoach é um sistema de comunicação adaptativo used by sales teams and organizations around the globe who gain:
- A capacidade de tailor communication based on personality types
- Higher levels of trust e 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.
O Programa de Influência TypeCoach
- Primeira etapa: A experiência do verificador (pré-trabalho)
- Segunda etapa: Sessão de formação facilitada
- Terceira etapa: Ferramenta Tipo-a-Tipo + Vídeos de formação
- Quarta etapaAulas magistrais (facultativas)
Passo um: Experiência do verificador TypeCoach
Ver um vídeo
Veja um vídeo sobre Extrovertidos e Introvertidos, que inclui animações e uma explicação pormenorizada sobre cada preferência.
Ajustar as escalas deslizantes
Mova os selectores para mostrar onde se inclina para a extroversão/interversão. Repita o procedimento para as restantes três preferências (Sensorial/iNtuitivo, Pensador/Sensível, Julgador/Percebedor).
Tipo de revisão Descrição
Leia a descrição do tipo mais provável, com base na forma como moveu os cursores. Decida se este é um tipo "bom" ou não.
Decidir o seu tipo "mais adequado
Leia as duas descrições de Tipo mais prováveis (com base na forma como moveu os cursores). Escolha a que mais se identifica consigo. Descarregue imediatamente o seu relatório de Tipo personalizado.
Descarregar o seu relatório
Descarregue imediatamente o seu relatório personalizado de 8 páginas sobre o seu tipo de personalidade. 
Segunda etapa: Programa de Influência Facilitada
Overview of the Training
TypeCoach has delivered influence skills training for tens of thousands of salespeople all over the world. The training teaches participants how to identify the personality type, communication style, and buying priorities of OTHERS based on behavioral clues. Graduates expand their “scope of influence” so that they are able to effectively influence and sell to an additional 15 – 20% of their prospects. The benefits also extend to internal interactions – within a team, in their interactions with others elsewhere in the organization and beyond.
It’s emotional intelligence at your fingertips.
Os participantes receberão o TypeCoach Guia do gestor de vendas booklet and a two-page reference document to support their learning.
Key Outcomes
Os participantes saem com três novas competências que podem ser utilizadas para melhorar praticamente todas as suas interacções:
Identificar
Aprenda a identificar rapidamente as principais preferências de tipo de personalidade com base em pistas de discurso e comportamento.
Adaptar
Learn how to adapt your approach in conversations with key stakeholders, given their personality type.
Connect
Gain the full attention and focus of others and increase your influence by speaking their language.
Examples of Dynamics Addressed in the Training 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?
- 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
Terceira etapa: Recursos contínuos
A ferramenta Tipo-a-Tipo
Type-to-Type allows sales teams to access 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 SEU tipo de trabalho com A SUA tipo. Este recurso é fornecido numa base contínua e podem ser acrescentados novos membros à equipa à medida que estes se juntam.
Os vídeos de formação
Este conjunto de 5 vídeos de coaching são personalizados de acordo com o SEU tipo de personalidade e oferecem "melhores práticas" poderosas para maximizar os seus pontos fortes e tornar-se mais equilibrado no seu tipo. Estes vídeos baseiam-se no nosso trabalho com milhares de líderes que partilham o SEU tipo de personalidade e são um divisor de águas para quem procura acelerar o seu crescimento como líder.
Quarta etapa: (Opcional) Master Classes
TypeCoach has partnered with Amazon to offer a variety of additional programs that can be implemented as ongoing learning and team-building opportunities. These programs are designed to dive deeply into the way personality type impacts each of these categories. Participants leave with powerful and specific tips and strategies that will benefit their own development and apply directly to their interactions with colleagues, clients and even people in their personal lives.
Full Offer
Standard Rate: US$9,000 for up to 40 people
Discounted Amazon Rate: US$7,000 for up to 40 people
$70 per additional person over 40.
Optional Add-Ons:
Notes: The options provided are for an external TypeCoach facilitator. Contact support@typecoach.com to receive a list of Amazon facilitators. If you would like to consider an in-person (versus webinar) delivery, please contact support@typecoach.com to learn more. To become qualified to deliver the TypeCoach programs yourself, please contact academy@typecoach.com.
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