What are Past Situation Questions?

• A. They are questions about the prospect's past behaviors and priorities.
• B. They are questions that disrupt current vendors.
• C. They are questions focusing on future outcomes only.
• D. They are questions used to close a sale immediately.

Answer: (A)

Past Situation Questions focus on the prospect’s past behaviors and priorities when evaluating solutions. By asking about what they did before, which actions they took, and what criteria mattered in earlier decisions, you build a clear context of how they’ve approached things in the past. This helps you uncover patterns, constraints, and what the prospect has valued historically, which you can reference when shaping your approach and recommendations. They aren’t about disrupting current vendors, and they aren’t solely about future outcomes or closing immediately; their purpose is to establish the historical context so you can align your solution to what has mattered to them previously. That description best captures what Past Situation Questions are aiming to achieve.