Need Or Pay-Off Questions
Psychology of Sales Training Course
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2m 32s
Need or pay-off questions get the customer thinking about the value, importance and usefulness of your solution.
Up Next in Psychology of Sales Training Course
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Problem Questions
Problem questions probe for problems, difficulties, or general areas of dissatisfaction that the customer is having. Answers to the problem will direct you towards the root cause of the customer's needs.
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Situation Questions
Situational questions are designed to gather facts and valuable information about the customer's existing situation. They help build a clear picture of what's going on in your customer's world, so you can determine if your product, service, concept or idea will be of value to them.
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Types Of Questions
The quality and outcome of a sales conversion can be significantly influenced by the questions asked by the salesperson. There are a range of different types of questions that a salesperson can use and this video explores them.
