The Goal of Implication Questions Under the SPIN (Situation Questions,problem

question 8

Multiple Choice

The goal of implication questions under the SPIN (situation questions,problem questions,implication questions,need payoff questions) technique is to:

• A) understand how well a salesperson responds to the prospect's problems.
• B) identify the root cause of the prospect's problem.
• C) help a prospect understand if a problem actually exists and if it requires a solution.
• D) identify the current situation of the prospect.
• E) find out if a salesperson can perform well under stressful conditions.

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Definitions:

Reactance Theory

A psychological theory suggesting that people have a negative reaction to restrictions on their personal freedoms, often resulting in a motivation to regain those freedoms.

Status Quo Bias

The preference to keep things the way they are rather than change.

Dispute

A disagreement, argument, or debate, often between people or groups with opposing viewpoints.

Participant

A person who takes part in something, such as an experiment or study.