By using the SPIN approach,salespeople hope to gain a prospect's permission to analyze a problem.

Question

Quizplus · Accepted Answer

The multiple questions in the SPIN approach force the prospect to immediately participate in the sales interview and quickly develop two-way communication. Carefully listening to the prospect's needs helps the salesperson to determine what features, advantages, and benefits to use in the sales presentation. The method is not used to gain permission to conduct an analysis.

By Using the SPIN Approach,salespeople Hope to Gain a Prospect's