What is a questioning system that sequences four types of questions designed to uncover a buyer's current situation and inherent problems, enhance the buyer's understanding of the consequences and implications of those problems, and lead to the proposed solution?
A) strategic selling
B) ADAPT
C) gravitational marketing
D) SPIN questioning

Question

Quizplus · Accepted Answer

SPIN questioning is a questioning system that consists of four types of questions: Situation, Problem, Implication, and Need-Payoff. The Situation questions help the salesperson to understand the buyer's current situation. Problem questions are designed to uncover the buyer's inherent problems or difficulties. Implication questions enhance the buyer's understanding of the consequences and implications of those problems. Need-Payoff questions lead to the proposed solution. Together, these four types of questions help salespeople to better understand their customers' needs and tailor their sales approach accordingly.

What Is a Questioning System That Sequences Four Types of Questions