Need-Payoff
N Questions
Help to build up the value
of your proposed solution
in the customer’s mind
Need-Payoff Questions
Are linked to success in more complex sales.
Can be especially useful when you're talking to top decision makers (or
those who will influence them)
Increase the likelihood that your solution will provide the payoff that
answers the need.
Focus the customer's attention on the solution rather than the problem
Encourage the customer to outline the benefits that your solution will
provide his or her company
Pre-empts objections
Enlists customer buy-in.
Examples
Would it be useful to speed this operation by 10%?
If we could improve the quality of this operation, would that help you?
Is it important to solve this problem?
Why would you find this solution so useful
Is there any other way that this could help you out?
So would you be interested in a way to control this cost?
Would it help you if ................?
Would you be happier if.................?