Adaptive Selling Details

Adaptive selling mainly consists of the seller adapting to the buyer's needs. The main focus is the customer, and therefore, sales tactics such as pitching and cold calls do not apply in adaptive selling. The seller has a goal to understand the customer's preferences and needs and ensure a high level of customer satisfaction. A superior customer experience results in repeat purchases and high revenues. In adaptive selling, the customer is the main focus and is at the center of all business decisions, ideas, and operations.

For adaptive selling to succeed, you will need an effective sales system and team. This will be essential in creating a relationship with the customer and understanding their preferences and social life. Through this, you can provide solutions and products that meet their needs. Customer relationship management (CRM) tools have helped detail the customers' information and in lead generation. With adaptive selling, you can upsell, cross-sell, build trust and customer loyalty, and convert leads into sales.

Adaptive Selling Example

Several companies across various industries apply adaptive selling. For example, in the healthcare industry, a supplier of medical supplies may get feedback from a hospital and know their needs. They may then offer a good price for the supplies to the hospital to make a successful sale. E-commerce and tech companies have incorporated and computer algorithms and big data into their sales processes. The use of this technology helps them to effectively conduct target marketing. They can directly link with their potential market by using information such as their customers' tastes and preferences, past purchases, and demographics.

Another common example of adaptive selling is when data is used to sell directly to potential consumers on the internet. When a customer visits a site and accepts the cookies, they give consent to the site owner to collect information on their site visit and topics that may be of interest to them. AI marketers then use the data to target the site visitor's preferences.

An example of adaptive selling at play is when a customer shops online. When they visit an online store and repeatedly click on a product or make an actual purchase, the e-commerce company will then tailor the home page. When the customer visits the online store again, the website will display products similar to those they purchased or had an interest in. These products are usually in a section called the 'You may also like' or 'Customers that buy the (name of the product) also like the 'suggested product.'

Adaptive Selling vs. Consultative Selling

Adaptive selling should not be confused with consultative selling. Adaptive selling is a sales process in which the seller adapts to the customer's needs. The seller gains some competitive advantage by understanding the customers and differentiating the sales process to suit the customer best.

Consultative selling is a long-term sales process that includes the collaboration of both seller and buyer. The seller takes time to understand the needs of the buyer. Consultative selling goes beyond the sale, and establishes a relationship with the customer before, during, and after the sale.