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

2020-08-25T10:26:14Z

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

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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 ''implied need'' is defined as a statement of a buyers problem, dissatisfaction or difficulty with a ''current'' situation. A customer with an implied need '''has a problem but is NOT aware of it (yet...)'''. Implied needs are not enough to close a sale.

The bigest mistake that less successful sellers make in developing needs is to ''respond to an implied need introducing their solution''.

See also [[Explicit Need|Explicit Need]]

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

=Examples=
* I'm spending too much on postage each month
* My car has been needing a lot of maintenance lately
* Our patients are complaining about having to wait an hour after they check iin at the desk and have stopped coming. (''stopped coming reflects dissatisfaction'')
* Our communication systems are not as flexible as i'd like

[[Category:sales]]

[[Category:M16]]

[[Category:SPIN Selling]]

[[Category:Term]]

Implied Need - Revision history

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