Executive Briefing To Increase Sales Performance

Knowing Your Clients Guarantees Your Future
Executive Briefing
IDENTIFY THE BUYING STYLE OF EVERY CUSTOMER

TO INCREASE SALES PERFORMANCE
800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com

Executive Summary
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 translates
that knowledge into actionable steps for each salesperson to create higher close
ratios, more sales and increased insight for sales management.
The company has developed, tested, launched and delivered to sales floors a
fast online assessment tool that identifies a customerʼs buying style and details
how to best interact with that customer.
Client Types is the only software system that identifies the four key behaviors of
buying style, predicts customer behavior/response, and directs the salesperson
how to act/not act to improve the interaction and close more sales. This data has
not been available before in sales environments.
800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 1

Executive Summary
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-screen
kiosk 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 study

reports indicate an average 13% volume increase per salesperson in these
companies after using the Client Types system, and that increase is sustained.
For sales management, the aggregated results of a sales floor can be viewed
remotely to diagnose sales floor challenges, optimize efficiencies, assess sales
performance 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, likely
objections, how to act/how not to act and sample closing phrases, all within
seconds of the survey being completed.

Executive Worksheet
Take a few minutes to see if Client Types is a good fit

and will give you a good Return On Investment.
Compete the Client Types Executive Worksheet after reviewing this

Executive Briefing.
Going through this process helps establish the current situation, where
the opportunities are and if there is a value proposition for
implementing Client Types.

Recommendation
Letters

Dear Jason and Sterling,
•
The Manhattan Club
I wanted to express my thanks to both of you for your recent visits. As you know
firsthand, our staff has been most excited about the inclusion of Client Types as part of
our 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 the
presentation and really helps you understand who it is that is sitting in front of you. It
allows the representative to speak the client's language and provide better customer
service. As well we have found that the presentation is less generic and more specific
because 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 the
industry's top trainers. These people have been great and while a bit pricey, we have
learned so much from them. I have found however, that Client Types is just taking us to
a whole other place and without any major upfront costs. It is exactly what I was looking
for in the sense that it gets us to the next level. It also allows us to be a better and more
professional sales organization. We want to be as cutting edge as we can be so we can
deliver the best customer service and best product we possibly can. I feel Client Types is
helping us get there.
Some of the other things I have come to appreciate as well in working with Client Types
is the "all-inclusive" nature of your training. You have freely shared training booklets
with us, training websites, webinars, PDFS and more importantly your time. I sincerely
have the feeling that we are in thi.s together and when my business succeeds, your
business succeeds. Your customer service and-support have been first class and for that
we are very thankful.
Since your first visit our site has had record sales figures, and we see this as the
beginning. As our reps continue to use your program, I predict even better results to
come .
. As you can tell, I am a fan and the players on my team are fans. We look forward to a
long and prosperous relationship and I want you to feel free to share this letter with others
that may be considering a relationship with Client Types.
Sincerely
200 West 56th Street, New York, NY 10019 • Telephone: (888) 692-2121 • Fax: (212) 453-8107
email: info@manhattanclub.com.Website:www:manhattanclub.com
STATE FARM
INSURANCE
®
Tom Mullins, Agent
State Farm Insurance Companies
7625 Sand Lake Road, Suite 201
Orlando, Florida 32819
Office 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 and
financial services operations. I strongly recommend the Client Types system to any enterprise that is
searching 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 relationship
building tool that we have in use currently. We use the Client Types system to quickly identify each
client's desired communication style to ensure that we are treating them the way that they want to
be treated. In addition, the level of training and support that we have received has been extremely
comprehensive and responsive to OUF specific needs. The Client Types system has far exceeded our
expectations as we are now able to offer efficien('signature service when we help people manage
the 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 and
seeing fewer cancellations as a direct result of incorporating the Client Types system into our
business plan!
S~;;f~
Matt Mullins MBA
Office Manager
BOB STEELE CHEVROLET, INC.
2800 West Highway 520 (321) 632-6700
Cocoa, 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 training
with our people, and we are already seeing strong results here at Bob Steele Chevrolet. I am particularly
pleased with the customer service from your company, as you seem to be happy to help in answering
questions.
The training that you have provided has been top notch, and it was great to see the buy in from my
staff. I loved that you were willing to come back and make sure to cover additional questions, and
customizations.
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 improve
even more in time.
I would recommend that anyone looking to gain m~~: sales and a better understanding with the people
that they deal with to take advantage of your services.
Bill Olson
,'5tA~C-
GSM
_
Bob Steele Chevrolet
Sales Floor
Results
©2011 Global Client Results, LLC 9

Sales Floor Results
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 personʼs 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. In
Phase 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...

RON JON CLIENT TYPES 1st MONTH
Client Types Users Average VPG

1600
Users of Client Types saw
an average of 31%
growth in VPG. ClientTypes.com
Telephone: 1-800-478-4694
Control groups
1200 established during early
implementation saw no
increase in VPG over the
initial test time frame.
800
USERS VPG BEFORE VPG AFTER VPG Difference

Salesperson 1 1206 2893 1687
Salesperson 2 960 1240 280
Salesperson 3 1099 949 -150
400 Salesperson 4 1318 1835 517
0 Salesperson 10 1404 2516 1112
Users Avg VPG VPG BEFORE VPG AFTER VPG Difference
Users Avg VPG (6 month 1174
avg) (6/14-7/14)
1538 364
VPG BEFORE VPG AFTER
(6 month avg) (6/14-7/14)
Individual Users VPG

3000
2250
1500
750
0
Salesperson 1 Salesperson 2 Salesperson 3 Salesperson 4 Salesperson 5 Salesperson 6 Salesperson 7 Salesperson 8 Salesperson 9 Salesperson 10
VPG BEFORE VPG AFTER

© 2011 Global Client Results, LLC
*used under license from Ron Jon Resorts One, Inc.
RON JON GROWTH with CLIENT TYPES
OVER 4 MONTHS
ClientTypes.com
Telephone: 1-800-478-4694
Monthly Average VPG (Data Collected 1/1/10 - 11/19/10)

1600
13%
The sales team has shown a
1450
sustained 13% growth in
VPG during the 4 months of
Client Types use.
USERS
VPG BEFORE
VPGVPG
AFTER
Difference
1300
ControlSalesperson
groups
Salesperson
1206
1
2960
Salesperson 1099
3
2893 1687
established
1240
949
280
-150
Salesperson 1318
4 1835 517
during early implementation
Salesperson
Salesperson
1032
5
1417
6
315
2369
-717
952
Salesperson 1457
7 1957 500
saw no increase
Salesperson 8864
Salesperson 9982 or
456
847 was
-408
-135
Salesperson 1404
10 2516 1112
outperformed
VPG BEFOREover
VPG
Users Total 1301
VPG
VPG the 364
AFTER test
Difference
1568
1150 time frames.
1000
Users Total VPG
VPG January-July (Before Client Types) VPG October
© Global Client Results, LLC

*used under license from Ron Jon Resorts One, Inc.
Client Types Individual Results
The following results are all for Mike B. during the month of October. Breakouts
are shown for comparison. Canceled sales have already been removed.
Overall Improvement
Total Clients Close % Avg Sale Volume Avg Value for all before Client Types
(sale and no sale) Clients seen Value per Client
(annual)
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 buying
styles, Head and Heart. Mike is nearly twice as effective with Heart buyers as he
is with Head buyers.
Types Total Clients Close % Avg Sale Volume Avg Value for all Clients Cancel %
(sale and no seen
sale)
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 if
he should be dedicated to only certain clients.
Head
Logical Future
Options
5 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
Service
13 38.46% $12,100.00 $4,653.85 0.00%

Client Types Individual Results
Breakdown of Results Into 2 Time Preference Buying Styles

The following is grouping the 4 Sales Approaches into their Time Preference
Buying Styles. Future focused needs versus Now/Historical focused needs. As
you can see, Mikeʼs sales techniques are focused on “Now” needs and he is
missing sales for clients who are “Future” focused.
Future
Logical Future
Options
5 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
Service
13 38.46% $12,100.00 $4,653.85 0.00%
Breakdown of Results Into 17 Client Types

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

Sales Team
Case Study

Client Types Case Study Results
Overview
The following typical results are from a team of timeshare sales representatives
that had all been using Client Types for over two months and then received
standard feedback coaching based on their personal results to that point.
VPG is a timeshare industry term that refers to a $Value Per Guest (a

representation of the rough revenue the sales person brings in on average per
client).
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 the
general 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 coaching

Increase in Close % by +3.49 percentage points
Increase in Average Sale Volume by 45%
Increase in revenue by 104%

Example 2: Jeremy
Two months total data before coaching shows his ability to sell the Their Dream
Vision Sales Approach was poor (Their Dream Vision is a combination of the
Heart and Future Preferences), 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.

Increase in Average Sale Volume by 84% (compared to overall average)
Increase in revenue by 335% (compared to overall average)

Example 3: Chris
Two months total data before coaching shows his ability to sell the Head
Preference was poor, and people with that preference represent half of the
general 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.

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 salespersonʼs
problem area most sales people showed increased sales results in the coached
preference. Any manager using the provided Client Types materials could have
performed 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.

Sample Reports

Client Types Sample Reports
Manager Reports:
These reports are designed to enable managers to make decisions about their sales team with accurate information. The manager
can 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 greater than 15% close rate in the
Heart Preference. However 8 sales people have a less than 10% close rate and either need additional training on the Heart
Preference or should no longer be directed to clients with that preference.
Full
names
obscured
for
privacy
20
© 2011 Global Client Results, LLC website: clienttypes.com phone: 1-800-478-4694

Sales Floor Reports:
These reports are designed to enable executives to make decisions about their entire sales team with accurate information. The
manager 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 strengths
In this report you can see that the companyʼs highest Close Percentage is for the Fun Motivation Preference. Marketing efforts can
become more targeted to attract those types of clients bringing in more of the people most likely to buy the product.
21

Sales Person Reports:
These reports are designed to enable sales managers and sales people to make decisions about their individual performance with
accurate information. The manager can select any date range and the specific sales person. These reports can be used to:
• 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 strengths
In this report you can see that this salespersonʼs lowest Close Percentage is on the Future Preference (and the related Logical
Future Options and Their Dream Vision Preferences). He either needs additional training on the Future Preference or should no
longer be directed to clients with that preference.
Full names
obscured for
privacy
22

License
Packages

Client Types License Packages
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

(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 Details
Itemized Selected Services: We have several Itemized Selected Services you

can choose from that do not include hardware, personnel, data entry, etc. if
youʼre 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 connection
for 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 services
to provide strategic benefit such as salesperson tracking, sales floor trends, problem
targeting 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 the
survey 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

Appendix:
Frequently
Asked Questions

Sales Frequently Asked Questions
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 no
resistance. 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 to
answer in a truthful way. They take ownership of their answers and tend to answer deliberately
and with consideration of each question. Many clients remark after taking the survey that they
found it to be entertaining, and that they like the idea of the time and level of service being
taken into consideration. Companies who use Client Types immediately distinguish
themselves 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. In
this circumstance the Clients Type is still revealed and they are then treated as a Suspicious
Porcupine. 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 device
with the use of a mouse and monitor etc. Many clients find the use of familiarity of a kiosk to
be convenient, and secure.
If we use iPads how do we secure them?

There are several approved methods of securing iPads including digital tracking, and physical
tethering. 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 deal
and become a “dream killer.” By knowing each clientʼs Type you can help to overcome this
situation 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 be
translated 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 increase
customer service and future buy-in from your current database by sending the survey through
email or using it at any point of contact.

Using the Survey Results

How do the salespeople get the results?
Results are transmitted instantly over the internet to a secure website. Results may be
accessed 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 Loss
Prevention 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 Types
helps 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 the
proper 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 rapport
building 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 do
not apply in a practical sense to sales and customer service. Within various cultures, there will
be 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 discovery
process to help build rapport, and secure buy-in from the client. Client Types allows you to
truly provide a customized experience for the client by focusing on their particular needs and
concerns 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 are
normally 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 information
given to each person. This allows a truly customized presentation, and a much higher level of
communication. By knowing each clientʼs Type, you will be able to give the right information to
the 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 one
hour sessions, and can be completed during a work day without disrupting the schedule.

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 Client
Types, and creation of buy-in of sales force. (1 Hour)
2nd day – Application of Client Types process and hands on exercises creating recognition of
existing 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 system
and helping to provide smooth transition into the sales process of the Client Types system. (1
Hour)
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 of
effective interoffice communication. By having a deeper understanding of the motivations, and
decision 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 or
custom training is also available as needed.

The Client Types System

What is the Client Types product?
Client Types is an amazing new sales tool designed to dramatically increase results for people
in 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 or
computer. 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 research

combined 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 customer
service.”
How is Client Types different from Social Styles?

Client Types goes a lot deeper than Social Styles. Social Styles is intended to describe a
personʼs 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 buys while 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 can
do 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 the
Science page of the web site some of the many proven systems that were used in building the
Client Types model. Two of the more commons surveys you may have heard of are the MBTI
and 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 (The DISC 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 someone
better, but would then need the salesperson to do lots of interpretation.

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 in
knowing 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

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Executive Briefing To Increase Sales Performance

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Knowing Your Clients Guarantees Your Future

IDENTIFY THE BUYING STYLE OF EVERY CUSTOMER

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

IDENTIFY THE BUYING STYLE OF EVERY CUSTOMER

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

Know Your Customer Before Selling Begins

Sales performance has increased 10%–30% in these companies. Case study

Case study reports of targeted training show increases of nearly 100%

For the salesperson, Client Types software pinpoints predictive behavior,

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 2

Take a few minutes to see if Client Types is a good fit

Compete the Client Types Executive Worksheet after reviewing this

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 3

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 4

State Farm Insurance Companies

7625 Sand Lake Road, Suite 201

Orlando, Florida 32819

September 21, 2010

To Client Types Staff,

©2011 Global Client Results, LLC 9

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 10

Client Types Users Average VPG

USERS VPG BEFORE VPG AFTER VPG Difference

Individual Users VPG

VPG BEFORE VPG AFTER

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

VPG January-July (Before Client Types) VPG October

© Global Client Results, LLC

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

Breakdown of Results Into 2 Categories

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

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

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 13

Breakdown of Results Into 2 Time Preference Buying Styles

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

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

Breakdown of Results Into 17 Client Types

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 14

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 15

VPG is a timeshare industry term that refers to a $Value Per Guest (a

Results: In the area of feedback coaching

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

Results: In the area of feedback coaching

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

Results: In the area of feedback coaching

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

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 19

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

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

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

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 23

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

Premium Large Team Turn-Key Package: $9,950 per month

All Turn Key Premium Packages Include:

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 24

Itemized Selected Services: We have several Itemized Selected Services you

Basic Sales Team Package: $2,950 per month

Large Sales Team Package: $4,950 per month

Mix and Match to Customize Your Program:

Data Entry Service Option

800-478-4694 • ©2011 Global Client Results, LLC • www.clienttypes.com 25