Executive Briefing to Increase Sales Performance

8/7/2019 Executive Briefing to Increase Sales Performance

1/32

Executive Briefing

IDENTIFY THE BUYING STYLE OF EVERY CUSTOMER

TO INCREASE SALES PERFORMANCE

Knowing Your Clients Guarantees Your Future

800-478-4694 2011 Global Client Results, LLC www.clienttypes.com
http://www.clienttypes.com/http://www.clienttypes.com/


2/32

IDENTIFY THE BUYING STYLE OF EVERY CUSTOMER

TO INCREASE SALES PERFORMANCE

In the same way that eHarmony leverages key factors to match subscribers,Client Types software identifies the buying style of each customer and translatesthat knowledge into actionable steps for each salesperson to create higher closeratios, more sales and increased insight for sales management.

The company has developed, tested, launched and delivered to sales floors afast online assessment tool that identifies a customers buying style and details

how to best interact with that customer.

Client Types is the only software system that identifies the four key behaviors ofbuying style, predicts customer behavior/response, and directs the salespersonhow to act/not act to improve the interaction and close more sales. This data hasnot been available before in sales environments.

Executive Summary

800-478-4694 2011 Global Client Results, LLC www.clienttypes.com 1


3/32

Know Your Customer Before Selling Begins

Proprietary software identifies the buying style of each customer during a four-minute multiple-choice survey delivered via email, iPad or iPhone, touch-screenkiosk or online.

More than 99% of customers who are asked to take the survey do so, based on

over 8,000 surveys taken in person at timeshare resorts and automotive dealers.

Sales performance has increased 10%30% in these companies. Case studyreports indicate an average 13% volume increase per salesperson in thesecompanies after using the Client Types system, and that increase is sustained.

For sales management, the aggregated results of a sales floor can be viewedremotely to diagnose sales floor challenges, optimize efficiencies, assess salesperformance and increase profits.

Case study reports of targeted training show increases of nearly 100%improvement in challenged areas.

For the salesperson, Client Types software pinpoints predictive behavior,including key motivations, type of salesperson desired, hot buttons, masks, likelyobjections, how to act/how not to act and sample closing phrases, all withinseconds of the survey being completed.

Executive Summary



4/32


5/32

RecommendationLetters



6/32

The Manhattan Club

Dear Jason and Sterling,I wanted to express my thanks to both of you for your recent visits. As you knowfirsthand, our staff has been most excited about the inclusion of Client Types as part ofour presentation. Your training with our reps was very exciting and informative. Most.impressive about Client Types is the idea that it takes the guesswork out of thepresentation and really helps you understand who it is that is sitting in front of you. Itallows the representative to speak the client's language and provide better customerservice. As well we have found that the presentation is less generic and more specificbecause we are able to gain an understanding of how our client likes to be dealt with.The Manhattan Club has been fortunate in that we have been able to bring in some of theindustry's top trainers. These people have been great and while a bit pricey, we havelearned so much from them. I have found however, that Client Types is just taking us toa whole other place and without any major upfront costs. It is exactly what I was lookingfor in the sense that it gets us to the next level. It also allows us to be a better and moreprofessional sales organization. We want to be as cutting edge as we can be so we candeliver the best customer service and best product we possibly can. I feel Client Types ishelping us get there.Some of the other things I have come to appreciate as well in working with Client Typesis the "all-inclusive" nature of your training. You have freely shared training bookletswith us, training websites, webinars, PDFS and more importantly your time. I sincerelyhave the feeling that we are in thi.s together and when my business succeeds, yourbusiness succeeds. Your customer service and-support have been first class and for thatwe are very thankful.Since your first visit our site has had record sales figures, and we see this as thebeginning. As our reps continue to use your program, I predict even better results tocome .

. As you can tell, I am a fan and the players on my team are fans. We look forward to along and prosperous relationship and I want you to feel free to share this letter with othersthat may be considering a relationship with Client Types.Sincerely

200 West 56th Street, New York, NY 10019 Telephone: (888) 692-2121 Fax: (212) 453-8107email: [email protected]:www:manhattanclub.com


7/32

STATE FARM

INSURANCE Tom Mullins, AgentState Farm Insurance Companies7625 Sand LakeRoad, Suite 201Orlando, Florida 32819Office 407.351.3331

September 21, 2010

Greetings!Our agency has been utilizing the Client Types system since March of 2010 with outstanding results.We are very excited to be using such a cutting edge product in all areas of our insurance andfinancial services operations. I strongly recommend the Client Types system to any enterprise that issearching for a way to increase sales, boost marketing efforts and to retain existing clientele.In my opinion, the Client Types system is the most innovative and effective client relationshipbuilding tool that we have in use currently. We use the Client Types system to quickly identify eachclient's desired communication style to ensure that we are treating them the way that they want tobe treated. In addition, the level of training and support that we have received has been extremelycomprehensive and responsive to OUF specific needs. The Client Types system has far exceeded ourexpectations aswe are now able to offer efficien('signature service when we help people managethe risks of everyday life, recover from the unexpected and realize their dreams.To put it simply, our agency is providing more policies, reaching out to more potential clients andseeing fewer cancellations as a direct result of incorporating the Client Types system into ourbusiness plan!

S~;;f~Matt Mullins MBAOffice Manager


8/32

BOB STEELE CHEVROLET, INC.2800 West Highway 520 (321) 632-6700Cocoa, Florida 32926 Fax (321) 632-9971

www.bobsteelechevy.com

To Client Types Staff,

I just wanted to take a moment to tell you that I appreciate that Client Types provides a great trainingwith our people, and we are already seeing strong results here at Bob Steele Chevrolet. I am particularlypleased with the customer service from your company, as you seem to be happy to help in answeringquestions.

The training that you have provided has been top notch, and it was great to see the buy in from mystaff. I loved that you were willing to come back and make sure to cover additional questions, andcustomizations.

There is no doubt that you have a passion for what you do.

I am very happy to say that I can already see increased sales, and I have no doubt that this will improveeven more in time.

I would recommend that anyone looking to gain m~~: sales and a better understanding with the peoplethat they deal with to take advantage of your services.

Bill Olson,'5tA~C- _GSMBob Steele Chevrolet


9/32


10/32

Sales FloorResults

2011 Global Client Results, LLC 9


11/32

The sales floor results on the next few pages reflect the first 4 months

of Client Type use from one of our clients. During the first few 90 day

cycles they used their Client Type Surveys inconsistently and still saw

closing ratios increases by 13% and their Value Per Guest (VPG) soar

up.

They then decided to use our Turn-Key Premium Package (where we

provided a full time person to facilitate the survey upon arrival of the

guests) and their improvement in closing jumped another 5% and the

value of each guest was up again!The Individual Results pages show how we can track each individual

sales persons performance to specially help them improve on their

areas of weakness and share what is working with other salespeople

from their areas of strength. It allows for very targeted training and

management.

Note that some sales people do better with different Client Types. InPhase 3 (after 90 days with the program), we will teach you how to

match each prospect with the sales person who has the best chance of

closing each individual prospect. Think what that will do to your

results...

Sales Floor Results



12/32

RON JON CLIENT TYPES 1st MONTH

0

750

1500

2250

3000

Salesperson 1 Salesperson 2 Salesperson 3 Salesperson 4 Salesperson 5 Salesperson 6 Salesperson 7 Salesperson 8

Individual Users VPG

VPG BEFORE VPG AFTER

USERS VPG BEFORE

Salesperson 1 1206

Salesperson 2 960

Salesperson 3 1099

Salesperson 4 1318

Salesperson 5 1032

Salesperson 6 1417

Salesperson 7 1457

Salesperson 8 864

Salesperson 9 982

Salesperson 10 1404

VPG BEFORE

Users Avg VPG 1174

Users of Client Types saw

an average of 31%

growth in VPG.

Control groupsestablished during early

implementation saw no

increase in VPG over the

initial test time frame.

2011 Global Client Results, LLC

*used under license from Ron Jon Resorts One, Inc.

0

400

800

1200

1600

Users Avg VPG

Client Types Users Average VPG

VPG BEFORE

(6 month avg)

VPG AFTER

(6/14-7/14)


13/32

The

s

VP

Co

du

s

ou

Tele

RON JON GROWTH with CLIENT TYPES

OVER 4 MONTHS

Global Client Results, LLC

*used under license from Ron Jon Resorts One, Inc.

Users Total VPG

Monthly Average VPG (Data Collected 1/1/10 - 11/19/10)

VPG January-July (Before Client Types) VPG October

13%


14/32

The following results are all for Mike B. during the month of October. Breakoutsare shown for comparison. Canceled sales have already been removed.

Overall Improvement

Total Clients(sale and no sale) Close % Avg Sale Volume Avg Value for allClients seen(annual)

before Client TypesValue per Client

35 20.0% $12,757.14 $2,551.43 $1,457

Breakdown of Results Into 2 Categories

The following is breaking the results into the two broad categories of buyingstyles, Head and Heart. Mike is nearly twice as effective with Heart buyers as heis with Head buyers.

Types Total Clients(sale and no

sale)

Close % Avg Sale Volume Avg Value for all Clientsseen

Cancel %

Head 18 11.11% $14,400.00 $1,600.00 33.33%

Heart 17 29.41% $12,100.00 $3,558.82 16.67%

Breakdown of Results Into 4 Sales Approaches

The following is breaking the results into the four sub-categories of buying styles,two each for Head and Heart. Mike is only good at selling specific sub-categories. This makes it easy to determine what kind of training he needs or ifhe should be dedicated to only certain clients.

Types Total Clients Close % Avg Sale Volume Avg Value for all Clients Cancel %

Head

Logical Future

Options5 0.00% $0.00 $0.00 0.00%

Just the Facts 13 15.38% $14,400.00 $2,215.38 33.33%

Heart

Their Dream Vision 4 0.00% $0.00 $0.00 100%

Loyal Personal

Service13 38.46% $12,100.00 $4,653.85 0.00%

Client Types Individual Results



15/32

Breakdown of Results Into 2 Time Preference Buying Styles

The following is grouping the 4 Sales Approaches into their Time PreferenceBuying Styles. Future focused needs versus Now/Historical focused needs. Asyou can see, Mikes sales techniques are focused on Now needs and he is

missing sales for clients who are Future focused.Types Total Clients Close % Avg Sale Volume Avg Value for all Clients Cancel %

Future

Logical Future

Options5 0.00% $0.00 $0.00 0.00%

Their Dream Vision 4 0.00% $0.00 $0.00 100%

Today/Historical

Just the Facts 13 15.38% $14,400.00 $2,215.38 33.33%

Loyal Personal

Service13 38.46% $12,100.00 $4,653.85 0.00%

Breakdown of Results Into 17 Client Types

Types Total Clients Close % Avg Sale Volume Avg Value for all Clients Cancel %

Analytical Otter 0 0 0 0 0

Architect Owl 1 0 0 0 0

Assertive Eagle 5 40.00% $14,400.00 $5,760.00 33.33%

Compassionate Wolf 0 0 0 0 0

Efficient Tiger 0 0 0 0 0

Empathic Bear 0 0 0 0 0

Helpful Penguin 3 33.33% $12,900.00 $4,300.00 0

Innovative Raven 3 0 0 0 0

Insightful Dolphin 0 0 0 0 0

Logical Bulldog 4 0 0 0 0

Loyal Labrador 3 33.33% $12,900.00 $4,300.00 0

Playful Fox 5 60.00% $11,566.67 $6,940.00 0

Practical Turtle 4 0 0 0 0

Protective Elephant 2 0 0 0 0

Social Gorilla 4 0 0 0 100%

Visionary Panther 1 0 0 0 0

Client Types Individual Results



16/32

Sales TeamCase Study



17/32

Overview

The following typical results are from a team of timeshare sales representativesthat had all been using Client Types for over two months and then receivedstandard feedback coaching based on their personal results to that point.

VPG is a timeshare industry term that refers to a $Value Per Guest (arepresentation of the rough revenue the sales person brings in on average perclient).

Example 1: Kelly

Two months total data before coaching shows her ability to sell the Heart

Preference was poor, and people with that preference represent half of thegeneral population.

After being shown her numbers and being given a five minute specific coaching

on how to more effectively sell the Heart Preference her total results over the

next four weeks showed an improvement.

Results: In the area of feedback coachingIncrease in Close % by +3.49 percentage points

Increase in Average Sale Volume by 45%

Increase in revenue by 104%

Client Types Case Study Results



18/32

Example 2: Jeremy

Two months total data before coaching shows his ability to sell the Their DreamVision Sales Approach was poor (Their Dream Vision is a combination of theHeart and FuturePreferences), and people with that combination represent a

quarter of the general population.

After being shown his numbers and being given a five minute specific coaching

on how to more effectively sell the Their Dream Vision Sales Approach and

Future Preferences his total results over the next four weeks showed an

improvement.

Results: In the area of feedback coaching

Increase in Close % by +18.18 percentage points

Increase in Average Sale Volume by 84% (compared to overall average)

Increase in revenue by 335% (compared to overall average)




19/32

Example 3: Chris

Two months total data before coaching shows his ability to sell the HeadPreference was poor, and people with that preference represent half of thegeneral population.

After being shown his numbers and being given a five minute specific coaching

on how to more effectively sell the Head Preference his total results over the

next four weeks showed an improvement.

Results: In the area of feedback coaching

Increase in Close % by +16.9 percentage points

Increase in Average Sale Volume by 21%

Increase in revenue by 906%

Results Summary

After one 5-10 minute individual coaching session focused on the salespersonsproblem area most sales people showed increased sales results in the coached

preference. Any manager using the provided Client Types materials could haveperformed the standard coaching.

58% showed large increases in the coached preference (>8% Close rate)

33% showed small increases in the coached preference (>2% to 8% Close rate)

9% showed no statistically significant increase in the coached preference.




20/32

Sample Reports



21/32

800-478-46942011GlobalClientRe

sults

LLC

wwwclienttypesc

om

20

Manager Reports:

These reports are designed to enable managers to make decisions about their sales team with accuratecan select any date range, preference and column to sort the results by. These reports can be used to:

Determine who needs additional targeted training on the specific preference

Determine which sales person might be best suited to assist with training that preference

Make choices on which salesperson should work with a specific client

In this report you can see that 4 sales people are doing very well with this preference and have a greateHeart Preference. However 8 sales people have a less than 10% close rate and either need additionalPreference or should no longer be directed to clients with that preference.

Client Types Sample Reports

2011 Global Client Results, LLC website: clienttypes.com phone: 1-800-478-4694


22/32


sults

LLC

wwwclienttypesc

om

21

Sales Floor Reports:

These reports are designed to enable executives to make decisions about their entire sales team with amanager can select any date range. These reports can be used to:

Determine which types are being brought in by marketing

Determine which types are being sold most frequently and with the highest average sale volume

Determine which types are being sold least frequently and with the lowest average sale volume

Make choices on what actions should be taken to either shore up weaknesses or increase strengtIn this report you can see that the companys highest Close Percentage is for the Fun Motivation Prefebecome more targeted to attract those types of clients bringing in more of the people most likely to buy t




23/32


sults

LLC

wwwclienttypesc

om

22

Sales Person Reports:

These reports are designed to enable sales managers and sales people to make decisions about their iaccurate information. The manager can select any date range and the specific sales person. These rep

Determine which types they are selling most frequently and with the highest average sale volume

Determine which types they are selling least frequently and with the lowest average sale volume

Make choices on what actions should be taken to either shore up weaknesses or increase strengt

In this report you can see that this salespersons lowest Close Percentage is on the Future PreferenceFuture Options and Their Dream Vision Preferences). He either needs additional training on the Futulonger be directed to clients with that preference.




24/32

LicensePackages



25/32

Premium Sales Team Turn-Key Package: $6,950 per month

Up to 25 sales team members (managers, sales people, greeters etc.)

Up to 1,000 surveys per month

Premium Large Team Turn-Key Package: $9,950 per month Up to 50 sales team members (managers, sales people, greeters etc.)


(Call for special pricing for teams over 50 people)

All Turn Key Premium Packages Include:

Price Protection: 1 Year agreement renewable at year 2 with no price increase. Opt

out after 90 days with no penalty. Your last month is free if 1 year is paid in advance.

Unlimited Use of Client Types Surveys for your internal training use, team building

exercises and for business clients

Initial Training of the sales team is included

Customization Available. Ask your Client Types Representative

Automatic access to all upgrades including new Surveys, new Training Materials

and new versions of all the Client Types tools.

Full use of Survey delivery training and associated software

Access to the Client Types Training Site, videos, materials and updates

Full use of Client Types Reports and Feedback System for sales people

Full use of Client Types Management and Executive Reports

Access to Technical Support as required

Access to Expert Integration Consultation (A free 30 minute consulting call is

included each month to discuss any topic as requested)

Hardware Service Included: Client Types will provide any needed hardware and

internet connection for the survey and system tools.

Data Entry Service Included: Client Types will handle data entry and provide

additional data analysis services to get you accurate information daily.

Delivery Service Included: Client Types provides personnel and support on site as

needed to handle delivering the survey to your customers.

Client Types License Packages



26/32

Itemized Selected Services: We have several Itemized Selected Services you

can choose from that do not include hardware, personnel, data entry, etc. if

youre looking for a more cost effective approach!

Clients are responsible for providing appropriate hardware and internet connection for access

to the Client Types System if the Hardware Service is not handled by our offices.

Clients are responsible for all data entry and analysis if the Data Service is not selected.

Clients are responsible for providing personnel to deliver the survey to their customers if our

Delivery Service option is removed.

Basic Sales Team Package: $2,950 per month



Large Sales Team Package: $4,950 per month



Mix and Match to Customize Your Program:

Hardware Service Option

Client Types will provide all needed hardware (iPads, terminals, etc.) and internet connectionfor the survey and system tools. This makes it easy with no large up front cost to the user.

Itemized service cost:

Basic Sales Team: Add $500 per month

Large Sales Team: Add $1,000 per month

Data Entry Service Option

Client Types will handle all data entry and provide you with additional data analysis servicesto provide strategic benefit such as salesperson tracking, sales floor trends, problemtargeting and remote management decision tools.

Itemized service cost:

Basic Sales Team: Add $500 per month

Large Sales Team: Add $1,000 per month

On Site Survey Facilitator Option

Client Types will provide personnel and support on site as needed to handle delivering thesurvey to customers. This insures maximum effectiveness and delivery of the Surveys.

Itemized service cost for 7 days a week

All Size Packages: Add $1,000 per week

Client Types License Details



27/32

Appendix:Frequently

Asked Questions



28/32

Delivering the Survey

Will people answer the survey truthfully?By in large, the answer is yes. Well over 90% of all clients will take the survey with noresistance. By presenting the survey in the following way, We want to give you the best

possible customer service, and also save you some time the clients have a built in benefit toanswer in a truthful way. They take ownership of their answers and tend to answer deliberatelyand with consideration of each question. Many clients remark after taking the survey that theyfound it to be entertaining, and that they like the idea of the time and level of service beingtaken into consideration. Companies who use Client Types immediately distinguishthemselves as being innovative, progressive and different from their competition.

Will people refuse to take the Client Types survey?When the survey is properly presented about 1 in 300 clients will refuse to take the survey. Inthis circumstance the Clients Type is still revealed and they are then treated as a SuspiciousPorcupine. Thus even those who refuse the survey have revealed how they prefer to make

buying decisions.

How is the survey given?The survey can be delivered through the use of an iPad, a touch screen, or any digital devicewith the use of a mouse and monitor etc. Many clients find the use of familiarity of a kiosk tobe convenient, and secure.

If we use iPads how do we secure them?There are several approved methods of securing iPads including digital tracking, and physicaltethering. We are happy to provide ideas and examples of security solutions.

Does everyone in the group take the survey?

It is important for all adults in the party to take the survey. This helps to overcome the One In/One Out Phenomenon. Often in a sales situation one party member can harpoon the dealand become a dream killer. By knowing each clients Type you can help to overcome thissituation from costing you money.

Can Client Types be delivered in area specific languages?Client Types is currently translated into English, and Spanish. However Client Types can betranslated into any specific language required for a specific area or need.

Can the survey be sent digitally or by email?The Client Types survey can be sent digitally or through email. You can also increasecustomer service and future buy-in from your current database by sending the survey throughemail or using it at any point of contact.

Sales Frequently Asked Questions



29/32

Using the Survey Results

How do the salespeople get the results?Results are transmitted instantly over the internet to a secure website. Results may beaccessed from the site from any remote location. This makes the process smooth and easy to

access for front desk personnel, Take Over (TO) representatives, Deeders, and LossPrevention Departments.

When is the best time for the sales person to get the Client Types information?Ideally, right before they meet the client! First impressions are very important and Client Typeshelps the salesperson make the right first impression every time.

How will this affect my existing sales script?You can keep your current script and simply learn to deliver the relevant information to theproper client.

How does this affect the transition to the TO, Manager or second salesperson?It actually easier! When using a Take Over system, Client Types provides immediate rapportbuilding and insight into the Clients motivations, and helps to avoid miscommunications.

What about different cultures and stereotypes?While there tend to be some cultural trends, most often stereotypes are preconceptions that donot apply in a practical sense to sales and customer service. Within various cultures, there willbe a mix of Client Types.

Will this affect my Top end Salespeople negatively?Our statistics show that top producers tend to have the best results using Client Types!Conversely, people who are not willing to try something new or who fight the system may do

worse! Are your top producers open to new ideas? If so, they will thrive using Client Types.

Does this replace the discovery process or my current sales process?No. The information revealed through the survey results is used to enhance the discoveryprocess to help build rapport, and secure buy-in from the client. Client Types allows you totruly provide a customized experience for the client by focusing on their particular needs andconcerns whatever your sales process.

What if a salesperson has two different clients for one sales presentation?This is a very common question. Think of most couples you know. The husband and wife arenormally very different. And this is the challenge that Client Types helps you to overcome.Instead of a shotgun approach and failing to get both clients in, you can tailor the informationgiven to each person. This allows a truly customized presentation, and a much higher level ofcommunication. By knowing each clients Type, you will be able to give the right information tothe right person at exactly the right time.

Is the training complicated?Not at all. The first phase of Client Types is very simple and provides a Head, Heart approach.This is easy to comprehend, and natural to put into action. It is accomplished with three onehour sessions, and can be completed during a work day without disrupting the schedule.




30/32

How is Client Types trained at a sales floor?Client Types is integrated by our expert team in just 3 days at 1 hour per day.

1st day Introduction of Phase 1 of Client Types terminology and process in training session

with the general sales force and management. The first day is used for familiarity of ClientTypes, and creation of buy-in of sales force. (1 Hour)

2nd day Application of Client Types process and hands on exercises creating recognition ofexisting challenges, and how to overcome them using the system. (1 Hour)

3rd day Team building and review designed to create hands on experience using the systemand helping to provide smooth transition into the sales process of the Client Types system. (1Hour)

Additional 1 hour training for Managers

Can Client Types be used to help manage my staff?Great question! Client Types can be used very productively to help increase the level ofeffective interoffice communication. By having a deeper understanding of the motivations, anddecision making processes of your fellow staff members, you can avoid costly delays,communication errors, or in the worst cases to avoid damaged reputations and litigation.

Is there any on-going support for Client Types after the initial training?Absolutely. Client Types is continually supported via on-site training, online customer service,and interactive self-paced learning at www.clienttypestraining.com. Additional on site orcustom training is also available as needed.


http://www.clienttypes.com/http://www.clienttypes.com/http://www.clienttypestraining.com/http://www.clienttypestraining.com/


31/32

The Client Types System

What is the Client Types product?Client Types is an amazing new sales tool designed to dramatically increase results for peoplein the sales industry. It quickly and easily evaluates your client with a very fast, but powerful

psychological survey accessible from your iPhone, iPad, or any web enabled phone orcomputer. Using the results of this survey you will instantly know: How your buyer makes buying decisions (logically or emotionally plus other key traits) What their true Dominant Buying motives are How to match their Buying Style with your Selling Style What kind of salesperson they like to do business with

How to avoid making them upset Key closing phrases tailored to each type of client personality

The Client Types Survey is built on a foundation of decades of psychological researchcombined with sales industry expertise. The survey is fast and easily conveyed as a quick

tool to help improve customer service and speed up the sales process and improve customerservice.

How is Client Types different from Social Styles?Client Types goes a lot deeper than Social Styles. Social Styles is intended to describe apersons preferred interaction style and is often tied into mirroring.Several things differentiate Social Styles from Client Types:1. Social Styles only looks at surface behavior and misses the deeper layers.2. Client Types allows the sales person to see behind the mask of Social Styles.3. Client Types is focused on how the client buyswhile Social Styles is focused on how the

client interacts. Client Types has a greater affect on the effectiveness of the sales force.

4. Client Types results are crafted to give the salesperson immediate practical things they cando to enhance the sales beyond simple mirroring.

How is Client Types different from other psychological surveys?There are a lot of other psychological surveys and systems available. You can see on theScience page of the web site some of the many proven systems that were used in building theClient Types model. Two of the more commons surveys you may have heard of are the MBTIand DISC. Several factors differentiate these two surveys from Client Types:1. Time: It takes 3 minutes to take a Client Types Survey. DISC and MBTI can take up to 45

minutes each!2. The Client Types questions are designed to be innocuous (DISC and MBTI questions can

be overly personal and are designed for deep profiles)3. The Client Types system is designed to be given to clients (TheDISC and MBTI are

designed for internal staff and team development)4. Client Types results are crafted to give the salesperson immediate practical things they can

do to enhance the sales. DISC and MBTI are designed to help you understand someonebetter, but would then need the salesperson to do lots of interpretation.




32/32

Who benefits from the Client Types product?There are many people who benefit:1. The customer gets better customer service, and is better understood by their sales person;2. The sales person has a much smoother sales pitch, and higher sales;

3. The TO, Manager or second salesperson benefits from highly improved communication inknowing what Type he is approaching and closing style they prefer;4. Product Delivery is considerably improved by providing consistent communication;5. Human Resources and Customer Support benefits through a reduction of customer service

complaints created by misunderstandings;6. The Training Department is now considerably more effective by training how to tailor a

presentation to each particular Client Type.


Executive Briefing to Increase Sales Performance

Documents

Transcript of Executive Briefing to Increase Sales Performance