The need-payoff question of the SPIN approach must always be asked last.
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Q2: In the referral approach,a salesperson mentions the
Q16: A salesperson using the product approach would
Q18: In general,using statements or demonstrations in the
Q19: According to the Core Principles of Professional
Q20: One of the ways a salesperson earns
Q22: A salesperson using the SPIN approach should
Q23: The first question to ask a prospect
Q24: Questions are a commonly used opener by
Q25: A customer benefit approach statement is useful
Q28: Probes help salespeople develop two-way communication with
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