Adaptive Selling
How to Succeed During Times of Disruption
- 240 pages
- English
- PDF
- Available on iOS & Android
About this book
Adaptive Selling Techniques Determine Sales Success
The most common questions we have been asked by senior executives are; "What makes a top sales performer?" What makes certain people in a wide range of industries so successful at consistently winning big deals while others fail or only achieve sub-par outcomes? Is their success due to random chance, genetics, or do they simply do things differently from less successful salespeople?
We have researched those questions with sales leaders and top performers at our customers all over the world to understand what top salespeople had in common. This book is a summary of what we have discovered and is designed to help you, the sales professional, learn about and apply the key behaviors of top sales performers.
This book will show how the Adaptive-Selling approach uniquely integrates the following:
- The importance of properly managing relationships throughout the entire selling process.
- Where the most commonly used sales processes are best used including Spin Selling, Consultative Selling, Challenger Selling.
- How SOCIAL STYLE's is a key tool for enhancing relationships and improving the effectiveness of all Sales Methodologies.
- This book takes SOCIAL STYLEs to places that you won't find elsewhere including Messaging, Meeting Preparation, Decision Mapping, and Win Loss Reviews.
You will find many formidable books on several of these topics, but what you can't find, is a book that integrates these various methods and skills together as simply and applicably as this one does. TRACOM didn't invent all of these techniques. What we have done is provided an application of them that increases the power and usefulness of any set of selling skills across all of the most popular sales process methodologies of today.
Based on decades or research and filled with practical advice, Adaptive Selling, is a must-read for every-one whose success is dependent on selling in today's ever-changing world.
Frequently asked questions
- Essential is ideal for learners and professionals who enjoy exploring a wide range of subjects. Access the Essential Library with 800,000+ trusted titles and best-sellers across business, personal growth, and the humanities. Includes unlimited reading time and Standard Read Aloud voice.
- Complete: Perfect for advanced learners and researchers needing full, unrestricted access. Unlock 1.4M+ books across hundreds of subjects, including academic and specialized titles. The Complete Plan also includes advanced features like Premium Read Aloud and Research Assistant.
Please note we cannot support devices running on iOS 13 and Android 7 or earlier. Learn more about using the app.
Information
Table of contents
- Cover
- Copyright
- Dedication
- Contents
- Introduction
- Chapter 1: The Changing Dynamics of Buying and Selling
- Chapter 2: The Need for Adaptive Selling
- Chapter 3: Using SOCIAL STYLE to Build and Nurture Relationships is at the Heart of Adaptive Selling
- Chapter 4: Getting Through to Clients and Prospects Based on their SOCIAL STYLE Preferences
- Chapter 5: Using SOCIAL STYLE and Versatility to Improve your Emotional Intelligence and Sales Results
- Chapter 6: Adaptive Selling in Action
- Chapter 7: Summary
- Resources: Additional Resources
- Feedback: Client Feedback on Adaptive Selling
- Appendix: Compare your Industry and Check Out your Markets
- Endnotes