3. Role-Play Situation: Review the ADAPT questioning method on p. 23.

Characters: One student is the seller, and one student is the potential buyer.

Scene: As the seller, you are trying to determine if one of your classmates has any unmet needs or problems with their cell phone or smart phone.

Use ADAPT questions prepared in advance to see if your classmate would consider switching to another phone, coverage plan, or data plan. Afterwards, the buyer and seller should critique the seller’s performance and discuss how thoughtful questions can be useful in the sales process.
Repeat the exercise with the roles reversed.