Long sales cycle projects
Closing the sale
Commitment to Buy
How old is your extruder?
What effect does this have on output?
Is your existing machine hard to use?
What benefits do you see?
Do you have quality problems?
Implication Questions are problem-centered and highlight the seriousness of problem to the customer.
Need-payoff Questions are solution-centered. They ask about the usefulness or value of solving a problem.
Need-Payoff Questions are need-centered. They get to the heart of the customer's real "needs" and look beyond the customer's "wants".
Implication Questions are problem-centered and highlight the implied needs a customer has.
Features - describe facts, data or product characteristics.
Benefits - show how products or services meet Explicit Needs expressed by the customer.
Advantages - show how products, services or their Features can be used or can help the customer.
Our stabilizer gives better heat stability than Ferro's stabilizer.
The feedable form will save you from adding a person at the blender.
You need immediate delivery...we can offer our product from stock.
This product will give you the faster line speed that you want.
The seller hasn't succeeded in building a strong need in the customer's mind.
The seller's solution doesn't fit the need of the customer.
The competitor has astutely solved the customer needs and has created a barrier to entry.