There are many sales styles out there. Personally, I like the Miller Heiman Strategic selling system. It gives great framework for getting complex deals over the line. But the most powerful sales lever I have actually seen bring grown men to tears and motivate them to buy is Neil Rackam's Need-Payoff Question. Need-Payoff questions are questions in the sales process that ask ask about the value, importance or usefulness of the solutions. This lever will have a large influence on how much the prospect is willing pay. If you can show that there is a very high probability of a high payout by purchasing the product or service, the prospect will be willing to pay a lot for your product or service.
It goes something like this. “Mrs. Smith, How would increasing your cash flow and accessing more working capital make a difference for the people who work for you, your company’ future, and lastly your personal relationships?
Mrs. Smith might just smile and nod. But a little push to get her to actually answer the question will be a huge lever in pushing her over to the buying position. Once she starts answering the question, she's selling herself on why your solution is right for her. I have used this question or similar questions to get deals to move forward for years. It works!
Neil’s book SPIN Selling is enlightening but the Need-Payoff Question is the biggest takeaway. It’s powerful. There is no salesman or woman who can’t benefit from this style of questioning to move a deal closer to the finish line.
For those of us who sell money it can be difficult to get the prospect to see what we are selling as anything more than a commodity. The right question at the right time can turn the commodity to something so much more. I asked a business owner this question. He was big burly man and very proud. Once he started answering the question it became obvious that he was having an emotional moment.
This business owner told me that his staff would feel more secure and that he could buy the new equipment that he needed to get more contracts. He mentioned how his company that had been in the family for 3 generations would be elevated back to where it was in its hay day. He took a deep breath and as tears ran down his face he said “Money is so tight at home Joe. We pay our staff before we pay ourselves and my son is getting ready to go to college and it looks like he is going to have to take out loans. My relationship with my wife has been difficult. We fight all the time about money and the company. Having access to more capital would change my life.”
Of course I was able to close the deal having this new information. Not only was I able to help make the transfer from selling a commodity to providing a solution that would change his life but I became his confidant. He trusted me to hear his story. Today that company owner is doing great. After years of struggling and not being able to afford the opportunities presenting themselves he now has huge contracts and his relationships with his family are strong and they are thriving.
The Need-Payoff Question is powerful. If you are not using it then you might want to ask yourself how having a tool like this can affect your sales quota, your relationships at work, and how closing more deals and bringing home more money would affect the lives of the people you love?
Well, This Sounds Interesting But I Warn All of You " Salesman and SalesWomen Out There in " Make-A-Deal Land that Being Phony and Insincere in Your Customer Relations Will Cost You Dearly In The Long Term. I Advise Creating Stable , Long Term Caring Relationships That Will Last For Decades !
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