Implication Question

Implication questions come from the SPIN selling methodology. As the people behind SPIN found in their research, successful salespeople, once they’ve uncovered problems, don’t just dive in with a solution, instead they ask Implication Questions. Implication questions create the opportunity for a prospect to expand on their problem or pain and expose more about the customers perception of issue and the cost the problem is inflicting on their business. A customer’s ability to articulate the implications of a specific problem speaks volumes as to how motivated they are to address the issue and thus if they are “in motion” to buy.