In the context of the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs,which of the following statements is true about need payoff questions?
A) They should be asked before a salesperson identifies issues related to a prospect's needs.
B) They are designed to identify and locate the problems faced by a prospect.
C) They should be asked immediately before a salesperson asks problem questions.
D) They are general data-gathering questions about background and current facts.
E) They are questions that salespeople ask about the usefulness of solving a problem.

Question

Quizplus · Accepted Answer

Need payoff questions are designed to establish the value or usefulness of solving a prospect's problem. They are usually asked after problem questions have been asked and the salesperson has identified a potential solution. The purpose of need payoff questions is to build motivation in the prospect to take action and invest in the solution.

In the Context of the SPIN (Situation Questions,problem Questions,implication Questions,need