What is the greatest challenge in sales?
How much are clients aware of their needs?
How can we develop needs?
How can we discover needs?
How do clients decide to buy?
I feel perfect!
I am a little dissatisfied!
I have a big problem!
I have to react right now!
What do we ask clients to develop needs?
1. What problem he has if he doesn't buy from you?
2. What are the implications of this problem?
3. What he sees as the best solution of the problem?
Why questions? To say it with his own words
What do you think is the best solution for you?
What happens if you buy poor quality product?
What are the consequences of poor quality?
What do we ask our clients?
What do the problem questions discover?
1. What are his problems if he doesn’t buy the product?
2. What are his problems if he doesn’t buy it from you?
Product / Extended offer
Feature – Problem - Benefit
How implication questions affect the client?
Discover what are the implications if he doesn’t solve his problem?
They develop clients dissatisfaction
Develop customer needs in
the direction where they are
solved by your product
What do the solution questions discover?
The client discovers
•Benefit – for him
•Value – for him
•Importance – for him
of solving the problem
Problem - Implication PIS questions
Problem Solution Implication SolutionImplication Problem
Giving you the solution the client
further develops the need
Question that will make him
discover the need for your product
Is to buy from you
If he doesn’t
buy from you
“When the best leader's work is done
the people say, 'We did it ourselves'!“
-- Lao Tzu
What are your competitive advantages?
Competitor 1 Competitor 2
How do you differentiate yourself from other sellers?