A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?
A) Request a purchase
B) Ask direct questions
C) Provide statistical data
D) Move into a sales presentation
E) Ask additional "problem" questions

Question

Quizplus · Accepted Answer

Once the prospect responds positively to a need-payoff question, the salesperson has identified an explicit and important need. The salesperson is then ready to move into a brief sales presentation.

A Prospect Responds Positively to the Need-Payoff Question in the SPIN