00:05 Adaptive selling is about personalizing the sales approach. 00:35 Adapt to the industry you are selling to 00:57 Adaptive selling tailors sales approach to buyer's needs. 01:26 Adaptive selling is about adjusting your approach to match the customer's preferences. 01:53 Adaptive selling helps close more sales by tailoring behavior to different customer types. 02:19 Adaptive selling comes naturally to some salespeople 02:47 Salespeople need a robust framework to adapt to different customer types 03:15 Adaptive selling requires understanding different industries and adjusting sales approach.