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) direct
D) curiosity
E) FAB

Question

Quizplus · Accepted Answer

The need-payoff question in the SPIN approach is designed to help the salesperson understand the customer's needs and how the product or service can meet those needs. This is similar to the customer benefit approach, which focuses on highlighting the benefits of the product or service to the customer.

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