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:
- 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
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.
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 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 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
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.
Terceira etapa: Recursos contínuos
A ferramenta 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 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
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.
Quarta etapa: (Opcional) 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.
Testemunhos...
"Penso que as ferramentas e a formação do TypeCoach nos proporcionaram uma linguagem comum em toda a organização. O que mais gosto nelas é o facto de serem incrivelmente simples de integrar e de se tornar extremamente fácil adaptar a forma como comunicamos com as pessoas. E, ao termos uma linguagem comum em toda a organização, é algo que realmente nos une a todos."
"O TypeCoach representa uma nova abordagem dinâmica a um modelo estabelecido e poderoso. A equipa do TypeCoach criou versões dos seus programas específicas para a nossa organização através de uma extensa colaboração com parceiros. Os resultados são programas de vanguarda, práticos e com impacto que nos estão a ajudar a obter resultados."
"Adoro o TypeCoach. Estou sempre a falar do TypeCoach. Utilizo-o a toda a hora. Agora estou muito mais consciente e tento realmente perceber o que é que os outros são, para poder alinhar o meu estilo de comunicação da melhor forma possível com eles, para que eles me compreendam e eu os compreenda melhor. O TypeCoach tem muito para oferecer. Acho que é fantástico".
"O TypeCoach dá-lhe a capacidade não só de compreender quem é, mas também de começar a compreender quem são as outras pessoas e os recursos que o TC lhe fornece estão muito acima de qualquer outra coisa que eu tenha visto por aí."
"É uma forma de influenciar outras pessoas muito rapidamente. . ficar a conhecer as pessoas muito rapidamente. Também ajuda muito saber o que stressa as pessoas, para que possamos ajudá-las a voltar ao centro e a dar o seu melhor."
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