Dirkjan: Created page with "In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources an ''expli..."

2020-08-25T10:25:31Z

Created page with "In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources an ''expli..."

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In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources|The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] an ''explicit need'' is defined as a clear statement of a buyers want, desire or intention to act. A customer with explicit need '''has a problem and is aware that he has a problem'''

Succesful sellers uncover twice as much explicit needs than unsuccesful ones. By incovering explicit needs they now how to solve the problem a customer is aware of having.

See also [[Implied Need|Implied Need]]

<html><img src = "/static/files/MBI/Module%2016/impliedandexplicitneeds.jpg" width="600"/></html>

=Examples=
* I'd like a way to cut my postage costs (''I'd like refers to a desire and therefore explicit)'')
* I'm looking for help to do a better job forecasting sales (''I'm looking for expresses want or desire'')
* I'm worried about the increase competition from onther contractors ''(I'm worried indicates a problem or difficulty)''
* I need a low maintenance car
* Ideallly, if we had the right equipment, we would be able to reproduce documents in full color
* We really need each team member to be able to send messages automatically to each team member in the field.
[[Category:sales]]

[[Category:M16]]

[[Category:SPIN Selling]]

[[Category:Term]]

Explicit Need - Revision history

Dirkjan: Created page with "In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources an ''expli..."