The Salesperson Who Asks the Prospect, "Are You Dissatisfied with How

Multiple Choice

The salesperson who asks the prospect, "Are you dissatisfied with how frequently you have to charge your rechargeable batteries?" is:

A) beginning the implementation of the FAB approach.
B) at the implication stage of the SPIN approach.
C) at the need-payoff stage of the SPIN approach.
D) remembering the KISS.
E) using probes.