Need-payoff questions help buyers in recognizing the advantages of resolving the issue and the reward for taking prompt action, as opposed to delaying it.
In other words, Need Payoff questions encourage prospects to communicate the benefits of your product in their own words, which is far more convincing than hearing you explain those benefits.
These questions aim to bring out your offering's potential to address its core needs or problems, focusing on the value, importance, or utility of the solution. Just ensure that your Need-Payoff questions do not highlight issues that your product cannot solve.
For example, if your product assists corporate recruiting teams in identifying potential engineering candidates, you shouldn't inquire about the impact of hiring better marketers.
Luckily, developing Need-Payoff questions is relatively straightforward as they should be derived directly from your Implication questions.
- What would change if you did [approach] differently?
- How would it be easier to achieve [priority] with [solution]?
- Would your team get value from [solution]?
- How do you think solving [problem] would help you?
- What would achieving [priority] unlock for your business?