Bonnie Gui, an Appliance Salesperson, Is Using the SPIN Approach

question 21

Multiple Choice

Bonnie Gui, an appliance salesperson, is using the SPIN approach. She was sure her prospect was ready to buy, but instead the prospect responded negatively to the need-payoff question. What should Bonnie do now?

• A) Ask for a new appointment on another day
• B) Ask a problem question
• C) Use a trial close
• D) Begin her demonstration
• E) Terminate the presentation and leave