Final answer:
George's question is a Need-payoff question aimed at emphasizing the benefits of solving a cost-related problem for the prospect, which aligns with the SPIN selling method focusing on solutions.
Step-by-step explanation:
The question asked by George is an example of a Need-payoff question. This type of question is designed to get the prospect to think about the benefits and value of solving a problem that they may be experiencing.
By highlighting the possibility of avoiding overtime pay and decreasing costs, George is directly addressing the positive outcomes or the payoff that the prospect might achieve should they decide to use his product or service.
The SPIN selling technique involves Situation, Problem, Implication, and Need-Payoff questions, and this particular question falls into the Need-Payoff category because it focuses on the solutions and benefits, instead of just exploring the problems or implications.
The question asked by George is an example of a Need-payoff question. This type of question is commonly used in the SPIN (Situation, Problem, Implication, Need-payoff) method of selling.
The purpose of a Need-payoff question is to uncover the prospect's needs and demonstrate the potential benefits or value of a solution. In George's question, he is trying to determine if the prospect would be interested in decreasing costs by avoiding overtime.