In the context of the SPIN questioning system, _____ refocus a buyer's attention to solutions rather than problems and get the buyer to think about the positive benefits derived from solving the problems.
A) situation questions
B) implication questions
C) assessment questions
D) discovery questions
E) need-payoff questions

Question

Quizplus · Accepted Answer

Need-payoff questions are designed to shift the buyer's focus towards the benefits and positive outcomes of a solution, encouraging them to consider how solving their problems could add value or improve their situation.

In the Context of the SPIN Questioning System, _____ Refocus