Need-Payoff Questions get the buyer to tell you about their Explicit Needs and the benefits your solutions offers, rather than forcing you to explain the benefits to the buyer.Read more
Implication Questions discuss the effects of the problem, and develop the seriousness of the problem to increase the buyer's motivation to change. They are best used before talking about solutions.Read more
The first of these other questions are Problem Questions. If you are relatively new to selling then practicing problem questions is probably the single most important thing that you can do to improve your sales results.Read more
Questions seeking facts are called Situation Questions. They are necessary. They help uncover a context for uncovering buyer problems. You need some facts in order to be able to put forward a reasonable solution / proposal to your prospect. Read more
