In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] an //implied need// is defined as a statement of a buyers problem, dissatisfaction or difficulty with a //current// situation. A customer with an implied need ''has a problem but is NOT aware of it (yet...)''.  Implied needs are not enough to close a sale.

The bigest mistake that less successful sellers make in developing needs is to ''respond to an implied need introducing their solution''.

See also [[Explicit Need]]
<<image /static/files/MBI/Module%2016/impliedandexplicitneeds.jpg width:600>>
!Examples
* I'm spending too much on postage each month
* My car has been needing a lot of maintenance lately
* Our patients are complaining about having to wait an hour after they check iin at the desk and have stopped coming. (//stopped coming reflects dissatisfaction//)
* Our communication systems are not as flexible as i'd like
bag
sales_public
created
Mon, 20 Jun 2011 19:55:31 GMT
creator
dirkjan
modified
Mon, 20 Jun 2011 19:55:31 GMT
modifier
dirkjan
tags
M16
SPIN Selling
Term
creator
dirkjan