Collins and Myers, CEO and Chairman of TRACOM Group, examine the ins and outs of adaptive selling—developing a flexible skill set to better meet the needs and demands of clients—in this clear-cut, well-organized guide. Spurred by their mutual experience in the industry and the groundbreaking changes taking places in sales due to big tech, the authors present a model designed to “improve the chances of winning large, complex deals.” With a strong emphasis on developing relationships (“In every sales situation, relationships are almost always the most important factor in winning”) and increasing each seller’s self-awareness, Collins and Myers break out from the pack of books about sales, delivering clear, fresh advice and challenges.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.
Production grades
Cover: B-
Design and typography: A
Illustrations: A+
Editing: A
Marketing copy: A
