The SPIN model is a progressive questioning system, while ADAPT is a regressive questioning system.
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Q43: "Have your employees ever had any trouble
Q54: Salespeople often combine different types of questions
Q59: "Are you interested in making a purchase
Q107: The ADAPT questioning system uses a logic-based
Q109: Closed-end questions encourage the customer to respond
Q110: In order to collect important information concerning
Q111: In order to collect important information concerning
Q114: Dichotomous or multiple-choice questions designed to be
Q115: Closed-end questions designed to be evaluative in
Q116: Open-end questions designed to be reactive in
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