Explicit Need
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In 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
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.
