Which of the following statements about problem questions in the multiple-question approach is true?
A) The questions seek to identify general problems.
B) The goal is for the prospect to admit having a problem.
C) The problem questions are asked first in the sequence.
D) It is unnecessary to separate unimportant problems from important problems.
E) The salesperson moves directly to the presentation after identifying a specific problem.

Question

Quizplus · Accepted Answer

Problem questions are asked early in the presentation to bring out the needs or problems of the prospect. The goal is to have the prospect admit having a problem. However, once the salesperson identifies the problem, it is better to continue with the next two steps to rather than move into the presentation.

Which of the Following Statements About Problem Questions in the Multiple-Question