If a Prospect Responds Negatively to a Need-Payoff Question in the SPIN

Multiple Choice

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

A) ask direct questions.
B) go directly into the presentation.
C) use a trial close to gather feedback.
D) begin demonstration of the product.
E) start over with problem, implication, and need-payoff questions.