From the course: The SPIN Selling Methodology

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Needs payoff sales questions

Needs payoff sales questions

From the course: The SPIN Selling Methodology

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Needs payoff sales questions

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- The N in SPIN stands for needs payoff. And now we're looking at the good stuff. Needs payoff questions are the positive side of implication questions. They focus on the value or usefulness of solving the problem. They get the prospects to think about the benefits of a solution rather than negatives of a problem. Remember our goal of tipping the scales to the buy side? This is still true, as payoffs add weight to the buy side. Right now we want to probe for the payoffs that matter to the prospect so we can use them to outweigh the costs. So, implication questions were how bad would it be if things went wrong and you didn't have a solution? Whereas need payoff questions are, how much better would your life be with this solution? We're again leading the prospect to draw conclusions on their own rather than leading into a pitch right away. And here's the good news. You can use the same questions as your implication questions, just with a positive spin on them. So for example, one…

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