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May 29, 2019

Adaptive Selling – The Key Behaviour That Great Salespeople Share

If you’ve been a salesperson for a long time, you already know the importance of a good sales pitch. It can make or break your career in sales.

However, what you might not know is that the same sales pitch might be turning clients away. This is especially true if you stick to your script like many people do.

Instead of scripted selling, good salespeople are switching to adaptive selling.

As the name suggests, it’s a type of selling that sees you adapt your sales pitch to specific customers.

All salespeople do this to an extent, but are you doing it the right way?

It’s not just about replacing a few sentences in your pitch. It’s about treating your current prospect as the only one.

By tailoring your whole pitch, both you and your prospect benefit a lot. Here’s how:

  • Relationships – People can tell whether you’re trying to sell something or solve a problem. Adaptive selling ensures the latter, which creates strong bonds.

  • Learning – By focusing on each prospect individually, the two of you get to learn from one another. This makes you a better salesperson and builds up both your personal and professional skills.

  • Delivering – A good salesperson delivers on their promises. By selling adaptively, you learn how to meet the needs of various prospects and turn them into happy clients.


Adaptive sellers are much more likely to succeed in today’s market than scripted sellers.

Experience isn’t about how long you’ve been a salesperson but everything you’ve learned during your career. Adaptive selling can ensure real growth that no fixed pitches can provide.

Of course, it takes time and effort to learn adaptive selling. This is a skill that requires continuous learning since there’s always room for improvement.