Which type of questions asks about the usefulness of solving a problem for the buyer?

Need payoff questions specifically focus on the benefits that the buyer would gain from solving a problem identified earlier in the sales conversation. These types of questions are critical in the sales process as they help the buyer visualize the value and advantages of addressing their issues, ultimately leading to a deeper understanding of how the proposed solutions align with their needs.

By asking need payoff questions, a salesperson encourages the buyer to articulate the positive outcomes and transformations that solving their problem would create. This not only reinforces the importance of the solution but also helps create a sense of urgency and motivation for the buyer to take action. In this sense, need payoff questions are instrumental in establishing a strong value proposition and facilitating a successful sales dialogue.

In contrast, problem questions service a different purpose by identifying the issues that the buyer is facing, open questions invite a broad range of responses from the buyer, and clarifying questions aim to ensure understanding about previously mentioned information. Each type of question has its own role in the sales conversation, but need payoff questions specifically drive home the value of solving a problem for the buyer.