Bonnie Gui, an appliance salesperson, is using the SPIN approach. She was sure her prospect was ready to buy, but instead the prospect responded negatively to the need-payoff question. What should Bonnie do now?
A) Ask for a new appointment on another day
B) Ask a problem question
C) Use a trial close
D) Begin her demonstration
E) Terminate the presentation and leave

Question

Quizplus · Accepted Answer

When a prospect responds negatively to a need-payoff question, it indicates that the salesperson has not fully uncovered or understood the prospect's needs. Asking a problem question allows the salesperson to delve deeper into the prospect's issues, concerns, or challenges, helping to better understand the situation and tailor the sales approach accordingly.

Bonnie Gui, an Appliance Salesperson, Is Using the SPIN Approach