As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market. The salesperson has
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Adaptive selling involves adjusting the sales approach in response to the customer's needs and reactions. In this scenario, the salesperson adapts her approach by directly addressing the prospect's expressed need for quality bond paper at the lowest price, using a comparative price list as evidence.

As a Salesperson Asks Questions About a Prospect's Office Operations