How to Coach Yourself and Others Popular Models for Coaching | Page 314

Need-Payoff Questions
Once Implication questions have raised a client’s perception of
needs, a second kind of question can increase the value of your
solution. These are "positive solution-centered questions" (e.g.,
"How important is it to you to solve this problem?" "In what
ways would this solution be useful?" "Is there any other way this
could help you?").
Need-Payoff questions focus the client's attention on the solution
rather than the problem. They also get the cllient to tell you the
benefits.
--------Neil Rackham first gained international recognition in the 1970’s
when he led the largest ever research study of successful selling.
This massive project, supported by major multinationals
including Xerox and IBM, involved a team of 30 researchers who
studied 35,000 sales calls in more than 20 countries over a
period of 12 years. From the results of these studies he
published SPIN® Selling and Major Account Sales Strategy.

Source:
www.breakoutofthebox.com/SPINCoaching.pdf

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