What is the goal of Consequence Questions?

• A. To get the prospect to defend the importance of changing their situation.
• B. To present pricing options.
• C. To list product specs.
• D. To schedule a follow-up.

Answer: (A)

Consequence Questions aim to have the prospect articulate and defend why changing their situation matters. By asking about the real effects of leaving the problem unresolved—such as costs, risks, or missed opportunities—the buyer verbalizes the impact in their own words. This deepens their awareness of the consequences and strengthens their motivation to change, creating a sense of urgency and readiness for a solution. It’s not about pricing, product specs, or scheduling the next step; those come later. The focus here is on understanding and defending why inaction is costly and why change is warranted.