Which of the following best describes the purpose of the SPIN questioning system?
A) To involve the buyer in the sales presentation.
B) To uncover the needs of the buyer.
C) To stimulate the buyer's interest in hearing a solution.
D) To gain the buyer's commitment to a purchase.
E) Both b and c are correct.

Question

Quizplus · Accepted Answer

The SPIN questioning system is designed to uncover the needs of the buyer and stimulate their interest in hearing a solution. By asking Situation, Problem, Implication, and Need-Payoff questions, salespeople can fully understand the buyer's situation and offer a relevant solution. This approach involves the buyer in the sales presentation and increases the likelihood of gaining their commitment to a purchase. Therefore, both (B) and (C) choices are correct.

Which of the Following Best Describes the Purpose of the SPIN