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.

---

Definitions:

Exclusive Personal Services

Contractual agreements where an individual agrees to provide their services exclusively to a single employer or client.

Independent Contractor

An individual who provides goods or services to another entity under terms specified in a contract or within a verbal agreement, not considered an employee.

Tort Law

The area of law that deals with civil wrongs, not arising from contracts, which can be redressed by awarding damages.

Restitution

The act of restoring something to its original state or compensating for loss or damage; in law, it usually refers to the compensation for harm or injury.