In SPIN selling, ________ questions ask about the consequences or effects of the buyer's situation.
Fill in the blank(s) with the appropriate word(s).
implication
Implication questions ask about the consequences or effects of the buyer's situation. They show that the buyer's problem is significant enough to justify action. Implication questions help transform problems into explicit needs in the mind of the buyer and expand the perceived value of finding a solution.
You might also like to view...
Give examples of practical and psychological objections.
What will be an ideal response?
The entry to record the declaration of a common stock dividend would include a debit to ________
a. Cash b. Accounts Receivable c. Stock Dividends d. Common Stock
The Sarbanes-Oxley Act makes it lawful for an accounting firm to simultaneously provide audit and certain nonaudit services to a public company if the firm is registered
Indicate whether the statement is true or false
Team members don’t care about who takes credit for the team’s work on a project.
a. True b. False