Which of the following statements is true about situation questions used under the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique to identify a prospect's needs?
A) They are questions that are analytical in nature and analyze a buyer's reaction in a particular situation.
B) They are designed to understand how a buyer handles a situation effectively.
C) They are specific data-gathering questions about the attitudes and beliefs of a prospect toward his or her environment.
D) They should usually be answered through precall information gathering and planning.
E) They cannot be asked until some problem has been identified.

Question

Quizplus · Accepted Answer

Situation questions in the SPIN selling technique are aimed at gathering factual information about the prospect's current situation. They are often basic questions about the prospect's existing processes, resources, and objectives. This type of question is typically used early in the sales process to understand the context in which the prospect operates. Precall planning and information gathering can help in formulating these questions more effectively, ensuring that the salesperson is well-prepared and can focus on more insightful questions later in the conversation.

Which of the Following Statements Is True About Situation Questions