David Collins

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 of 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.