Adaptation – How Do You Adapt to Your Environment?

“The real menace in dealing with a five-year-old is that in no time at all you begin to sound like a five-year-old.” Jean Kerr

An excerpt from The Red Chair Experience. Order your signed copy here or get the digital or audio versions here.

If you have ever played sports, you will understand the concept of playing to the level of your competition. This concept can be the same in sales, in fact, you need to be at least conversing at a similar level to your customer. I had to learn this when I got into heating and air conditioning and found it invaluable throughout my career. I worked in a technical environment but most customers that I dealt with, were mostly non-technical. Speaking technically to someone that is not technical will frustrate them and you. When I met with an engineer, I had to be able to speak the “tech talk” with them as well. This is part of adapting to your environment, much like a chameleon you will thrive not just survive in your surroundings.

Finding common ground for you and your customer can help you build trust and build value in yourself and your product or service. When you do not build this type of trust or rapport you lose a good chance to win the customer over. Experience has shown me that those who can adapt to their environment are usually the more successful. You cannot fake this. People will see right through you, and this is a terrible way to establish trust. Find out how to be sincere with your adaptation and not just try to do it to get the sale. There is a difference and once you find it you will never want to lose it.

Today, I will look for ways to work on my sincere adaptation to my customers and be more relatable while maintaining authenticity.


Adaptability is critical in our personal and professional world today. We have to learn how to adapt to different people, different situations, and potentially different outcomes than we have ever seen or heard of before. So, how do you set your heart and mind to allow for this flexibility? If your business is trying to do what it has always done and you are finding the business has stagnated or even declined, then it might be time to adjust so you can grow again. Check out the book, What Got You Here Won't Get You There for more details on how you can adjust personally and professionally. If you want to learn more about how a coach can help you improve in business or life, contact us or set up a time on our calendar.

Posted in HVAC, Personal, Sales, The Red Chair Experience.