Which one of the following statements about prospect needs is FALSE?
A)One advantage of SPIN is the prospect defines the need.
B)The extent to which a salesperson has to identify needs during the actual presentation depends on precall planning.
C)If a prospect responds negatively to a need payoff question, the salesperson should not probe further.
D)How many questions a salesperson can ask to discover a prospect's needs depends on the situation.
E)In multi-call situations, going through complete needs identification at every call is unnecessary.

Question

Quizplus · Accepted Answer

If a prospect responds negatively to a need payoff question, the salesperson should probe further to understand why the prospect does not see the value in addressing the need. This can help the salesperson tailor their presentation to address the prospect's concerns and potentially turn their negative response into a positive one.

Which One of the Following Statements About Prospect Needs Is