Implied Need
Revision as of 10:26, 25 August 2020 by Dirkjan (talk | contribs) (Created page with "In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources an ''impli...")
In 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
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
