Need payoff questions represent the “N” in the SPIN selling methodology. They are designed encourage the prospect to articulate the benefits of solving their problem or pain. The research behind the SPIN book found that successful reps in large sales engagements spend the most time on the investigating selling stage and handle it differently from the traditional product-feature-benefit approach.  Successful reps focus on exploring customer’s views about the implications of problem areas on their business and how their business would benefit if these problems were solved.  The Need-Payoff questions is a structure question that encourage the customer to articulate what that future state would look like. While implication questions emphasize the magnitude of the problem, need payoff questions in SPIN selling emphasize the value of your solution.

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