If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:
A) ask direct questions.
B) go directly into the presentation.
C) use a trial close to gather feedback.
D) begin demonstration of the product.
E) start over with problem, implication, and need-payoff questions.

Question

Quizplus · Accepted Answer

If the prospect responds positively to the need-payoff questions, the salesperson knows this is an important (explicit) need. However, a negative response may require the salesperson to repeat the P-I-N questions to fully develop all of the prospect's important needs.

If a Prospect Responds Negatively to a Need-Payoff Question in the SPIN