Dirkjan: Created page with "An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions..."

2020-08-25T10:26:10Z

Created page with "An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions..."

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An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions is build the pain before presenting the solution by:

* ''focussing on the consequences'' of the problem
* ''extending and expanding the effects'' of the problem
* ''linking a problem'' to other potential problems

=Definition=
Asking questions about the ''consequences or effects'' of the buyers problems, diffulcties or satisfactions
=Examples=
* ''What effect does that problem has on the outputs?''
* ''Could that lead to lower costs?''
* ''What effect do these problems have on your competitive position?''
* ''Could that lead to an increase in your costs?''
* ''How will this problem affect your people's productivity?''
* ''Could that unreliability create waste that adds to your costs?''
=Impact=
The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions and are able to uncover more potential problems this way:

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

=High and low risk=
The biggest mistake is to introduce a solution before the [[Explicit Need|Explicit Need]] has fully developed. Make sure you build a bridge to your solution first.
High risk:
* Too early in the call
* With implications you cannot solve
* In sensitive areas (organisational issues, politics, personal issues or a recent buyer decision)
Low risks:
* When problems are significant
* When problems are unclear
* When problems require redefinition
=Practical tips=
* Do the [[Exercise to explore implication questions|Exercise to explore implication questions]]
* Plan your implication questions ahead
* To be able to ask implication questions you need business and application knowledge

[[Category:sales]]

Implication Questions - Revision history

Dirkjan: Created page with "An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions..."