Monthly Archives: October 2025

About this article?

• This article in-depth talks about Adaptive selling, and how it is a way for salespeople to change how they talk and act to fit the needs and communication style of each customer. That means they can’t use the same pitch for everyone. As the saying goes, ” Different folks, different strokes”! A strong knowledge base about products and customers, plus advanced social intelligence (being able to read body language and tone of a person). So also style flexing (that is, changing the content, pace, and questions).
• Plus, doing the performance assessment (like following a constant loop of watching, changing, and judging how the customer responds) is the core things that make it work. Before one can start this process, it is essential to understand what the customer likes. After that, one needs to make a plan based on that style, send a message that fits that style, and finally, keep the conversation as persuasive and relevant as possible by making changes all the time.
• * Our high-powered AI-based Personality profiler tool, just using a simple social media handle like LinkedIn in ID within a few seconds, could help you accurately pinpoint what the customer likes or does not like. So helps you scale sales at least by 30% in any given situation.

What are the basics of being able to sell flexibly:

• When a salesperson adapts his speech and behavior to fit the needs, preferences, and way of thinking of a customer, this is called adaptive selling. A flexible seller doesn’t use a “straitjacket” or “one-size-fits-all” pitch. They don’t do anything; they just watch the interaction and change things when they need to. The idea behind this kind of dynamic customization is that the best way to sell something is to make the person who gets it as convincing as possible. So also make everything as interactive and transparent as well.

2) Key Ideas and Parts of Adaptive Selling

• A salesperson needs to know four important things about adaptive selling:

Knowledge Base (Customer and Product)

• If one wants to be able to talk to people flexibly, one needs to know a lot about adaptive selling.

Understanding the product:

• You should know everything about the product or service, such as its features, especially the benefits, uses, and how it helps in competitive selling with other salespeople. This lets the salesperson pick out and stress the most important things for each customer.
• • To really understand a customer, you need to know their business, their problems, and their current situation, as well as the industry they work in. That is the domain of work. Without this, a salesperson can’t make the solution work for you.

Social Intelligence (How You See Things)

• This means that one should be able to understand what the customer is saying and doing while one is talking. It has parts like:

Reading Body Language:

• Watching the customer’s body language, facial expressions, and posture to see how happy, interested, and understanding they are.

Paying attention to verbal cues:

• One needs to listen to the customer’s tone, excitement, and the words they use to show what matters most to them, like speed, quality, or cost.

Changing one’s Style

• This is how one really changes how you act when you see something. You need to know and use tools like the Social Style Matrix or the DISC model, which group people or customers into. That is based on how assertive and responsive they are, to change your style in a useful way.
• Our AI-based Sales solution with a FREE demo link below helps you significantly by giving accurate DISC profiling of the customer, with just an input like a social media handle, such as a LinkedIn ID. Plus goes much beyond the DISC model in personalization of the personality profile.

Changing the Content of the Presentation:

• One can change the focus of the presentation based on what the customer cares about. For example, you could talk about the benefits for the business instead of the features of the product, or you could talk about saving money instead of long-term quality. So it all depends on what the customer is looking for, which is apt to look for based on their personality. Our AI-based personality profiler helps in all this and helps one to scale sales significantly :).

Speeding up one’s speech:

• If a customer is very analytical, talk faster and get to the point. Spend some time getting to know a customer who cares a lot about relationships.

Asking questions in a different way:

• If a customer talks a lot( say they are an I type personality in the DISC model), then it is advisable to ask them questions that don’t have a clear answer to get them to talk more and more. If the customer is really shy, ask them questions that are more direct and based on facts.

Performance or Effectiveness Evaluation (Evaluation) in adaptive sales:

• The salesperson should always check to see if the method they chose is working or not. Adaptive selling is a never-ending cycle:
• a) Keeping an eye on how the customer reacts, we call this the feedback loop. b) Changing the sale’s style and message to the customer’s way of doing things. c) Checking to see if the change worked (did the customer get more involved or more interactive? Or did the customer agree with the new point? Doing the same thing over and over again builds confidence and naturally results in a higher success rate.

The Process of adaptive Sales :

• What Adaptive Selling Is Like in Real Life There are four steps to the adaptive selling process, and they are both structured and flexible. This is nothing like fixed sales scripts.

1) Diagnosis and Classification (Before the Call and at the Start)

• Based on what salespeople know and how they talk to the customer at first, the salesperson makes an educated guess about what kind of style they might have. So also in situations like this, our solution can exactly pinpoint how to start the conversation. Or especially the first conversation.

2) Getting Information:

• The salesperson generally looks up information about the company and the person’s job before the meeting.

• The first things to ask:

• The seller asks questions and watches how the customer reacts in the first few minutes. Are they working hard and moving quickly? (They are probably Drivers as they are moving fast and quickly.) Are they nice and don’t rush (probably Amiable or say I type people, etc )?

• Goal: To find out how the customer likes to talk to people and make decisions. 3). Making a Plan (During the Interaction)

• The salesperson makes a general plan based on the diagnosis. • For instance, if the customer is a “High D” (Dominance/Driver), the plan will be to be quick, focus on results, and give the customer clear options with pros and cons so they can stay in charge. If the customer is an “I” (Influencer types), the goal is to get them excited, talk about the future, and focus on reviews.

4) Doing (Talking and Showing)

• The salesperson uses certain tricks to make the personalized plan work. • The presentation earlier might have had 45 slides, but now it only has 10 that talk about the “Driver’s” return on investment (ROI).
• • The seller or the sales guy talks to an Analytical style customer in a way that is specific to the industry and uses data that is specific to the industry. When selling to someone with an Expressive style, the seller tells stories and gives examples that are important to them.

5) Change all the time

• This is the change that happens all the time. If the Driver( D type) customer suddenly leans forward and asks how the implementation team is doing. Then, in that case, the seller needs to quickly switch from talking about the outcome (Strategy Formulation) to giving them detailed, process-based facts (Adjustment) to ease their momentary need for reassurance. The seller or the salesperson quickly changes the subject or how they talk if a point of view doesn’t work.

The benefits of adaptive selling

• Adaptive selling is better than static sales methods because it helps you sell more and get to know your customers better.

Advantage: What it means

• Sales that work better. If the message directly addresses the recipient’s worries and needs, it is more likely to get a good response.
• So one naturally gets Better connections with customers. So again, the Customers’ trust and liking for the salesperson increases. As they feel like they know them and can talk to them.
• More trust in the seller .
• Now the seller has a plan for how to handle different kinds of customers and tough situations, so they don’t have to remember things and can do their job better.
• To make the adaptive process work better, one needs to listen more and ask more questions. This will help you figure out what the customer needs and come up with a better way to fix the problem.
• Adaptive selling turns the sales process into a conversation between the buyer and the seller that takes into account the buyer’s specific psychological and professional needs. So overall effectiveness is much higher.

Conclusion

• Adaptive selling is a way to build up one’s social and professional selling ability in the end. It turns the usual sales interaction from a monologue by the seller into a conversation where both the seller and the customer work together, which is of much higher value. Putting the buyer’s emotional and professional needs first makes messaging better and builds stronger, trust-based relationships.
• This makes sales much more effective. This is why the salesperson is very confident and skilled at what they do, and they can deal with any customer in a way that works for them. This gets people more involved, helps them learn more, and, in the end, leads to better closing rates than any preset sales script or a straight jacket approach .

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• TRY SALES Enhancer for FREE Now!!!

Please SELECT only the TRIAL REPORT option and NOT the DEMO Report as given in the image above on the form CHECK TRIAL SALES & Customer Relationships Enhancer report CLICK HERE For paid reports , you can kindly contact us at abioanalytics@gmail.com OR simply fill up the form: