In the SPIN questioning system, what is the purpose of asking need-payoff questions?
A) to gather basic facts and information
B) to uncover potential needs of the buyer
C) to focus the buyer's attention on the consequences of not solving a problem
D) to confirm the buyer's understanding of how the solution will help him or her

Question

Quizplus · Accepted Answer

Need-payoff questions are designed to help the buyer understand and articulate the value of solving a problem, by focusing on the benefits and positive outcomes of the proposed solution.

In the SPIN Questioning System, What Is the Purpose of Asking