Professional Documents
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SIMPLE SALE
COMPLEX SALE
ORDER (WIN)
S U C C E S S F U L
ADVANCE
NO SALE (LOSS)
U N S U C C E S S F U L
NO-SALE (LOSS)
Refusal to buy
CONTINUATION
ALWAYS ADVANCE
Continuation does not close the sale!
Preliminaries
Investigating
Demonstrating Capability
Obtaining Commitment
Investigating
Successful Sellers put their main effort here!
By Asking Questions!!
Im a little dissatisfied
IMPLIED NEEDS
Seriousness Of Problem
Cost Of Solution
Seriousness of Problem
Cost of Solution
Seriousness of Problem
Cost of Solution
We develop the value of our product by turning Implied Needs into Explicit Needs
Implication Questions
DEFINITION: Asking about the implication about a buyers difficulties. SAMPLES: What effect does that problem have on production? Could that lead to added costs? IMPACT: These are the most powerful types of questions because they induce pain. Induce pain BEFORE offering potential solutions.
Need-Payoff Questions
DEFINITION: Ask about the value or use of a proposed solution. EXAMPLE: How would a more effective recruiting program help? If you had a better recruiting system how would that help retention? Use Need-Payoff Questions to get buyers to tell you the benefits your solutions offer.
Implied Need
Explicit
A clear problem
Need
A desire for a solution
S
to establish a context
Situation Questions
so that the buyer reveals
S
Implied Needs
which are developed by
P I N
leading to
Problem Questions
P I
Implication Questions
which make the buyer feel the problem more clearly and acutely leading to
Need-Payoff Questions
Explicit Needs
allowing the seller to state
Benefits
which are strongly related to sales success!
C R E A T I N G
Seller Asks
Problem Question
Implied Need
We could do better.
Seller Gives
Advantage
Buyer raises
Objection
O B J E C T I O N S
Dont Buy
SITUATION QUESTIONS
PROBLEM QUESTIONS
IMPLIED NEED