Use Need-Payoff Without Pitching
Ask Need-payoff questions that make the buyer articulate value in their own words.
Need-payoff turns impact into buyer-owned value. What changes at this stage Problem and Implication look at the cost of the current state. Need-payoff looks at the value of a better state. The seller's job is to ask, not declare. The reversal move Take the pain chain and reverse it. If the pain is slow review -> missed launch confidence -> board pressure, the payoff question is about faster review, earlier confidence, and cleaner board communication. Why it works Active listening makes the question credible because it uses the buyer's language. The buyer hears their own business case forming, which is…
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