Traditionally, sales representatives have been viewed as tacticians whose competencies focus on describing product features and benefits. Today’s sales professionals achieve competitive differentiation by shaping their company’s products and services into an offering that serves to create a unique advantage for their customers.
Salespeople play two vital roles in the business landscape: one of a business consultant providing an advantage to your customer, and the second of a strategist advancing your business through intelligent opportunity management.
Adding value to your customers means understanding their business, their industry, and their competitive landscape. It requires a sales force with skills well beyond those of traditional salespeople, and it also requires sales leaders who are responsible for the sales process and that are accountable for results.
Learning how to discover and satisfy the customer’s immediate and long-range business requirements is a necessary core competency. The skills and knowledge that enable sales professionals to serve as team leaders – who align and orchestrate value-creating resources – are essential in executing many of today’s complex strategic initiatives.
Purpose
The Adaptive Sales Person (ASP) Series is based on research that shows highly adaptive salespeople are more effective than their less flexible colleagues, and are more successful in identifying and meeting customer expectations.
Adapting to the personal preferences of buyers, whether as members of a team or as individuals, is essential to successful sales performance. ASP provides the knowledge, skills, and emotional intelligence salespeople need to adapt their behavior and sell the way customers like to buy. By learning to recognize distinct behavior style expectations and requirements, salespeople plan selling strategies and adapt pursuasion skills to differentiate their appeals and offerings.