All of the Following Are Types of Questions in the SPIN

Multiple Choice

All of the following are types of questions in the SPIN technique EXCEPT:

A) questions that ask about a buyer's situation
B) questions that prompt a buyer to identify a problem
C) questions that ask a buyer to consider the implications of the problem
D) questions that ask the buyer to take the next step
E) questions that suggest something the buyer needs and a payoff for the buyer