Which statement is true about a Need-Payoff question?

• A. It ties the prospect’s stated outcomes to a specific, desirable result the solution can deliver.
• B. It asks about price sensitivity early.
• C. It denies the prospect's objections by discounting them.
• D. It focuses on implementation timelines only.

Answer: (A)

Need-Payoff questions are about value. They prompt the prospect to consider the positive outcomes and benefits that solving the problem would create, explicitly linking what the buyer wants to achieve to concrete results the solution can deliver. This helps the buyer imagine the payoff and see how the product or service translates their stated goals into tangible improvements, such as time saved, money earned, or risk reduced.

That statement is the best because it directly ties the prospect’s stated outcomes to a specific, desirable result the solution can deliver, which is exactly what you want to uncover in a Need-Payoff question.

Price sensitivity early, denying objections, or focusing only on timelines miss the point of Need-Payoff questions. They’re not about cost, objections, or just implementation timing; they’re about the value and benefits the solution provides in relation to what the buyer cares about.