Term
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Definition
| Situation, Problem, Implications, Need Pay-off |
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Term
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Definition
| unrecognized problem, Unanticipated Solution, Unseen Opportunity, Broker of Capabilities |
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Term
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Definition
| problems, difficulties, or dissatisfaction |
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Term
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Definition
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Term
| Situation Questions gather... |
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Definition
| Facts/Data, Neutral-- gather facts about the buyer's existing situation |
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Term
| Problem Questions gather... |
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Definition
| dissatisfaction or difficulties, feeligns and concerns that buyer is experiencing with the existing situation |
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Term
| Implication questions gather... |
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Definition
| consequences/effects of problems, increased seriousness of problems |
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Term
| need payoff questions gather |
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Definition
| solutions and their value, help the seller w/ offer |
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Term
| Situation question advice |
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Definition
| eliminate unnecessary sit. questions by doing your homework in advance |
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Term
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Definition
| think of your products/services in terms of the problems they solve for customers- not in terms of the details or characteristics that your products possess |
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Term
| Implication questions advice |
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Definition
| these questions are the hardest to ask- plan them carefully before key calls |
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Term
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Definition
| focus on buyers nad solutions and actions-not problems, create a positive climate, encourage buyer to talk about the value and benefits, move the discussion forward toward action and commitment |
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Term
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Definition
| uncover implied needs using situation and problem questions-- develop them into explicit needs using implication and need-payoff questions |
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