In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] an //explicit need// is defined as a clear statement of a buyers want, desire or intention to act. A customer with explicit need ''has a problem and is aware that he has a problem''

Succesful sellers uncover twice as much explicit needs than unsuccesful ones. By incovering explicit needs they now how to solve the problem a customer is aware of having.

See also [[Implied Need]]
<<image /static/files/MBI/Module%2016/impliedandexplicitneeds.jpg width:600>>
!Examples
* I'd like a way to cut my postage costs (//I'd like refers to a desire and therefore explicit)//)
* I'm looking for help to do a better job forecasting sales (//I'm looking for expresses want or desire//)
* I'm worried about the increase competition from onther contractors //(I'm worried indicates a problem or difficulty)//
* I need a low maintenance car
* Ideallly, if we had the right equipment, we would be able to reproduce documents in full color
* We really need each team member to be able to send messages automatically to each team member in the field.
bag
sales_public
created
Mon, 20 Jun 2011 19:54:02 GMT
creator
dirkjan
modified
Mon, 20 Jun 2011 19:54:02 GMT
modifier
dirkjan
tags
M16
SPIN Selling
Term
creator
dirkjan