As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market.The salesperson has engaged in

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Adaptive selling involves adjusting the sales approach based on the customer's needs and responses, which is what the salesperson did by responding directly to the prospect's stated desire for reliable and low-priced transportation.

As a Salesperson Asks Questions About a Prospect's Transportation System