"SPIN is a progressive questioning system while ADAPT is a regressive questioning system.

Question

Quizplus · Accepted Answer

This statement is incorrect. SPIN (Situation, Problem, Implication, Need-Payoff) and ADAPT (Assess, Develop, Advance, Probe, Transition) are both questioning systems used to gather information and uncover needs during sales interactions. However, SPIN is a method of asking open-ended questions that progress from the situation to the need for the product or service, while ADAPT is a method of asking both open and closed-ended questions in a more flexible, adaptable structure. Neither system can be strictly categorized as either progressive or regressive.

"SPIN Is a Progressive Questioning System While ADAPT Is a Regressive