Need-payoff questions in the SPIN model serve essentially the same function as projection questions in the ADAPT model.

Question

Quizplus · Accepted Answer

Both need-payoff questions in the SPIN model and projection questions in the ADAPT model serve to help the salesperson understand the needs and desires of the prospect by projecting how their product or service can solve their problems or achieve their goals. Therefore, they serve essentially the same function.

Need-Payoff Questions in the SPIN Model Serve Essentially the Same