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''