Sales specialists will appreciate the authors’ creative approach, such as their emphasis on mastering four different “Social Styles”—Analytical, Driving, Amiable, and Expressive—to build rapport and increase understanding of client preferences. As they cover other crucial skills, including the importance of observation and learning how different types of individuals react to stress, Collins and Myers cover major ground without getting bogged down in jargon. They incorporate appealing charts and graphs to drive their points home while explaining complex topics with straightforward clarity, such as the need for versatility when developing the fruitful interactions that will earn client trust and respect, or the importance of decision mapping to evaluate the various influences shaping buyers' decisions.
The most useful tools are the boots-on-the-ground resources offered to aid professionals in their everyday grind, including sample questions to ask in interview sessions and “building blocks” (each keyed to one of those four social styles) to consider when prepping for a presentation or meeting: Clients of the Expressive Style will want to socialize before getting down to it, while those of the Driving Style prefer starting with an agenda. For entry level and seasoned sales professionals, Adaptive Selling offers a wealth of flexible hints and real-life skill applications to improve performance and outcomes.
Takeaway: A straight-shooting guide offering sales professionals performance-boosting tips and resources.
Great for fans of: George Siedel’s Negotiating for Success, Mike Kaplan’s Secrets of a Master Closer.
Design and typography: A
Marketing copy: A