The Need-Payoff Question of the SPIN Approach Must Always Be

question 141

True/False

The need-payoff question of the SPIN approach must always be asked last.

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Definitions:

Acceptance Signals

Non-verbal or verbal cues from potential customers that indicate interest, agreement, or willingness to proceed in a sales conversation.

Disagreement Signals

Non-verbal or verbal cues that indicate disagreement or dissatisfaction during communication.

Empathy

The ability to identify and understand another person’s feelings, ideas, and circumstances.