An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions is build the pain before presenting the solution by:

* //focussing on the consequences// of the problem
* //extending and expanding the effects// of the problem
* //linking a problem// to other potential problems

!Definition
Asking questions about the ''consequences or effects'' of the buyers problems, diffulcties or satisfactions
!Examples
* //What effect does that problem has on the outputs?//
* //Could that lead to lower costs?//
* //What effect do these problems have on your competitive position?//
* //Could that lead to an increase in your costs?//
* //How will this problem affect your people's productivity?//
* //Could that unreliability create waste that adds to your costs?//
!Impact
The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions and are able to uncover more potential problems this way:
<<image  /static/files/MBI/Module%2016/problemandimplicationquestions.jpg width:600>>
!High and low risk
The biggest mistake is to introduce a solution before the [[Explicit Need]] has fully developed. Make sure you build a bridge to your solution first.
High risk:
* Too early in the call
* With implications you cannot solve
* In sensitive areas (organisational issues, politics, personal issues or a recent buyer decision)
Low risks:
* When problems are significant
* When problems are unclear
* When problems require redefinition
!Practical tips
* Do the [[Exercise to explore implication questions]]
* Plan your implication questions ahead
* To be able to ask implication questions you need business and application knowledge
bag
sales_public
created
Tue, 21 Jun 2011 21:26:35 GMT
creator
dirkjan
modified
Tue, 21 Jun 2011 21:26:35 GMT
modifier
dirkjan
creator
dirkjan