According to the SPIN questioning system, the purpose of _____ is to assist a buyer in understanding the urgency of resolving a problem in a way that motivates him or her to seek a solution.
A) assessment questions
B) situation questions
C) implication questions
D) discovery questions
E) need-payoff questions

Question

Quizplus · Accepted Answer

Implication questions are designed to help the buyer understand the consequences of a problem, thereby increasing the urgency to find a solution. These questions make the buyer think about the negative impact of not solving the issue, motivating them to seek a solution.

According to the SPIN Questioning System, the Purpose of _____