![]() ![]() On the other hand, if you were giving a canned presentation A selling presentation that is exactly the same for every customer., you wouldn’t be able to learn what the customer thinks is important. Adaptive selling allows you to truly listen, understand the customer’s needs, and then adapt your conversation and presentation accordingly. ![]() Tanner, Jr., Selling: Building Partnerships, 7th ed. ![]() occurs when a salesperson adapts, changes, and customizes her selling style based on the situation and the behavior of the customer. Understand how the social style matrix can help you be more effective in sales.Īdaptive selling Situation in which the salesperson adapts or customizes her selling style based on the behavior of the customer.Explain the concept of adaptive selling and how to use it. ![]()
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