The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the _____ approach.
A) customer benefit
B) opinion
C) referral
D) curiosity
E) product

Question

Quizplus · Accepted Answer

Phrasing the need-payoff question is the same as opening with a benefit statement. However, in using the SPIN approach, the prospect defines the need. If the prospect responds positively to the need-payoff questions, you know this is an important need.

The Way a Salesperson Phrases the Need-Payoff Question When Using