Which of the following is a similarity between SPIN and ADAPT questioning systems?
A) Both require salespeople to dominate conversations and interactions with customers.
B) Both use a logical sequencing that begins with broad-based, nonthreatening, general questions.
C) Both are best used with transaction-focused traditional selling.
D) Both emphasize understanding customers' problems but do not propose solutions for those problems.
E) Both limit customers' responses to one or two words.

Question

Quizplus · Accepted Answer

Both SPIN (Situation, Problem, Implication, Need-payoff) and ADAPT (Assessment, Discovery, Activation, Projection, Transition) questioning systems start with broad, general questions to ease into the conversation and gradually narrow down to more specific issues. This approach helps in building rapport and understanding the customer's needs without being too aggressive or leading.

Which of the Following Is a Similarity Between SPIN and ADAPT