Need Payoff Questions are questions asking about the ''value or usefulness'' of a proposed solution. The purpose of Need Payoff questions is:
* ''Focusing on the payoff of a solution'' instead of the problem
* ''Probing for [[Explicit Need]]s''
* ''Getting the buyer to tell you the benefits of the solution'' 
!Definition
Asking about the ''value, importance or usefulness'' of a proposed solution:
* Need-payoff Questions are positive, helpful and constructuve, because they focus on the solution.
* They reduce objections, because they caus ebuyers to explain how your solutions can help and, in doing so, ''convince themselves of the value'' of your solution.
* They move the discussion forward towards action and commitments.
The three main functions of Need-payoff Questions are defined by [[The ICE system]]
!Examples
* //How much savings would this mean?//
* //Why is the important to solve this problem?//
* //Is there any other way this solution would help?//
* //If you had better reliability, wouldn't that cut waste and costs?//
* //How much would you save if we could speed this operation by 20 percent?//
* //How would our faster system help you?//
* "Our system is easy to use" becomes: //What advantages would you see from a system that could be used by untrained operators?//
* "There is a very short setup time" becomes: //If you could cut your present setup time with 50 percent what would that do with your output?//
* "We have attractive lease times" becomes: //Would it help your cash position iof you could get a new system without paying capital costs?//
!Impact
Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive. You can increase the power of need-payoff questions by asking questions that make the buyer //actively specify pay offs//. As an example take the following questions:
# If i could help you save time on this operation //would that be useful to you//?
# If i could help you save time on this operation //what would that enable you to do what you can't do now?//
An active thinking process extends the buyers explicit need into new pay off areas. //Because buyers specified the pay-offs themselves, they will be more committed to your solution//
!High and low risk areas
High risk:
* ''Too early in the call''
* ''When the buyers need is subjective'', sometimes a buyer just likes your product and does not have a good motivation for it. Asking need-pay off question may help him/her realize this...
Low risk:
* The best time to ask need-payoff questions is:
** ''Before'' describing your solution
** ''After developing the seriousness of thye buyer's problem by using [[Implication Questions]]''
* ''When the solution has payoffs in other areas'', 
* ''When the buyer has to justify the decision'', for instance when the buyer is authorized but needs to motivate his/her decision internally in the company
!Practical tips
* Use these questions to get buyers tell you about the benefits that your solution can offer|
* How phrase:
** ''Use linking phrases'' : link your questions to your buyers statements or responses.
** ''Use variety'': Be clear and specific and avoid repetition of the same phrases.
** ''Get the buyer to actively specify payoffs''.
*** What important projects could you work on if you didn't have so much time on billing problems?
* Need-payoff questions help identifying [[Benefits]]
** ''The buyer's attention is focussed on how the solution will help, not on product details''
** ''The buyer explaines the benefits to the seller, not vice versa''
** 'The buyers enthousiasm and confidence in your solution are increased''
bag
sales_public
created
Wed, 22 Jun 2011 20:21:01 GMT
creator
dirkjan
modified
Wed, 22 Jun 2011 20:21:01 GMT
modifier
dirkjan
tags
M16
Spin Selling
Term
creator
dirkjan