Does adapting to each customer improve results?
Does adapting to each customer improve results? — what studies show, and what they don't.
The research
Weitz, Sujan and Sujan (1986, Journal of Marketing) argue adaptive selling is central to sales effectiveness.
The limit
Theoretical framework. (our executive and employee training programmes)
Practical check in Lugano
After each meeting, note what was adapted and whether it advanced the decision. To go further: explore the High-Value Selling training in Lugano, or browse our executive and employee training programmes in Switzerland.
In pictures: High-Value Selling in Lugano
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