Final answer:
The book Spin Selling discusses two types of needs: implied needs and explicit needs. Implied needs are inferred from customer behavior, while explicit needs are directly stated by the customer.
Step-by-step explanation:
In the book Spin Selling, the two types of needs discussed are implied needs and explicit needs. Implied needs refer to the needs that customers may not explicitly express but can be inferred through their behavior or statements. For example, if a customer mentions that they are running out of storage space for their files, it implies a need for a larger storage solution.
On the other hand, explicit needs are the needs that customers explicitly state or express. These needs are more direct and specific. For example, if a customer says they need a laptop with at least 8GB of RAM, it is an explicit need.
The key difference between implied needs and explicit needs is the level of directness and clarity with which the needs are expressed. Implied needs are often indirect and require interpretation, whereas explicit needs are straightforward and clearly stated by the customer.
There are two primary types of sales: business-to-business (B2B) and business-to-consumer (B2C). Understanding the similarities and differences between these types of sales can help you improve your use of the selling process when approaching prospects.