If a Prospect Responds Negatively to a Need-Payoff Question in the SPIN

question 35

Multiple Choice

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

• A) ask direct questions.
• B) go directly into the presentation.
• C) use a trial close to gather feedback.
• D) begin demonstration of the product.
• E) start over with problem, implication, and need-payoff questions.

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Definitions:

Categorization

The process of classifying or organizing items into different groups based on shared characteristics or criteria.

Attribution

The process of assigning causes or motives to explain someone's behavior, often relating to how we perceive and judge others.

Social Identity

An individual's sense of self, defined by their group memberships, such as national, cultural, religious, or organizational affiliations.

Selective Attention

The process by which individuals focus on particular information while ignoring other stimuli, based on relevance or interest.