What is the goal of Past Situations Questions?

• A. To compare with competitors' products.
• B. To uncover the prospect's history and how it informs their current situation.
• C. To determine the budget and authority to spend.
• D. To evaluate the salesperson's performance.

Answer: (B)

Past Situations questions are designed to uncover the prospect's history and how those past experiences shape the current situation. By asking about what happened before, you gain real context—previous decisions, experiences with solutions or vendors, and events that have led to the present priorities and constraints. This background helps you see why certain needs exist today, what risks or constraints linger, and where the prospect is in their decision process. Understanding this journey also builds credibility and rapport, since you’re focusing on their reality rather than jumping straight to solutions.

Other areas—like how they compare to competitors, what the budget or authority looks like, or how the salesperson is performing—address different aims. Comparing with competitors pertains to market options, budget and authority questions target qualification, and evaluating the salesperson’s performance is not about the prospect’s situation.