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:

Tonal Languages

Languages in which the sound pitch of a spoken word is an essential part of its pronunciation and meaning.

Indigenous Languages

Languages that are native to a region or community, developed and spoken by the indigenous people of that area.

Kinesics

The study of nonverbal signals in body language including facial expressions and bodily postures and motions.

Body Language

Non-verbal communication through physical behaviors like gestures, postures, and facial expressions.