That's why we should avoid lazy salespeople on our team. It's very common for low-performing salespeople to jump to the closing phase the moment they hear from the lead that they need the product the salesperson is offering.
It turns out that without the buyer's awareness of their explicit needs, sales conversion rates are lower, since the buyer is not feeling an "unbearable pain" that leads him to the conclusion that he cannot live without the product or service that is being offered to him.
Value Equation
If you are a seller (or even a buyer) you have already heard the following list building for mlm objection: "How expensive!"
This objection exists for two main reasons: either the lead does not have the money to pay, or, in their perception, the benefit of hiring is less than the price paid for the product or service.
Therefore, one of the main objectives of a high-performance salesperson is to build a value equation that convinces the prospect that closing the deal is the best option for them, as shown in Figure 10.
The Value Equation: The Gravity of the Problem Now Outweighs the Cost of the Solution
Implicit questions are very helpful at this stage, and developing them into solution-need questions is important because they focus attention on solutions, not problems . And they make customers talk about the benefits (added value/advantage) that you can bring to them. If you are having trouble differentiating between these two types of questions, Figure 11 will help you.
Implication questions are problem-centered. Solution-need questions are solution-centered.