According to Rackham, you should have a new appreciation of the problem by the time you've finished this part of the conversation.
Rackham also says that high-performing salespeople ask four times as many Involvement questions as their peers.
Simply put, implication questions attempt to show the prospect or potential customer the negative consequences of not solving the problem.
Therefore, the main purpose of these questions is to make the prospect see that the problem is not “so simple” and show all the consequences that will come from not solving it.
Here are some other sample questions for this stage of the sale:
What is the productivity cost of doing X that way?
What could you accomplish with [additional amount of time] each [week, month]?
Would your customers be [more satisfied, engaged, loyal] if they didn't experience [problem related to X]?
If you didn't have [problem], would it be easier to achieve [primary goal]?
Does [issue] ever stop you from achieving your goals in [business area]?
When was the last time X didn't work?
How does [issue] affect your team members?
Would you say [editing] is a blocker in terms of your personal career growth?
Would saving [amount of time] make a significant difference to your [team, budget, company]?
How would you use an additional [amount of money] each [week, month, quarter, year]?
Have you had any issues with X negative impact on your KPIs?
Need for payment
Need-Payoff questions encourage buyers to explain the benefits of your product in their own words, which is much more persuasive than listening to salespeople describe those benefits.
On the other hand, these are questions that raise the potential of your offering to help email lists uk with basic needs or problems. These questions focus on the value, importance, or usefulness of the solution.
Make sure your Need-Payoff questions don't highlight problems that your product can't solve.
On the positive side, it is relatively simple to develop Need-Payoff questions since they should come directly from your Involvement questions.
For example, an Implication question: “Have you prevented a problem with X from preventing you from meeting a deadline?”
This is where this Need-Payoff question example comes in: “If you could do X in half the time, would it be easier to meet your deadlines?”
Would it help you if…?
Would X be easier to achieve [positive event]?
Would your team find value in…?
Do you think solving [problem] would significantly impact you in Y?
Is it important for your team members to see X benefit so they can take action Y?
However, Need-Payoff questions can backfire. If they are too obvious, you might come across as condescending, too explicitly selling your product.