In the SPIN questioning system, what is the purpose of asking problem questions?
A) to gather basic facts and information
B) to uncover potential needs of the buyer
C) to focus the buyer's attention on the consequences of not solving a problem
D) to confirm the buyer's understanding of how the solution will help him or her

Question

Quizplus · Accepted Answer

Asking problem questions is meant to uncover potential needs of the buyer. These questions are designed to help the salesperson understand the buyer's pain points, challenges, and problems, which can then be addressed with a solution. This helps create a more personalized and effective sales pitch.

In the SPIN Questioning System, What Is the Purpose of Asking