““What's the psychology of Need-payoff Questions? They achieve two things: • They focus the customer's attention on the solution rather than on the problem. This helps create a positive problem-solving atmosphere where attention is given to solutions and actions, not just problems and difficulties. • They get the customer telling you the benefits. For example, a Needpayoff Question like "How do you think a faster machine would help you?" might get a reply like "It would certainly take away the production bottleneck and it would also make better use of skilled operator time””
