What is the purpose of impact questions?

• A. They focus on immediate next steps
• B. They examine strictly personal feelings
• C. They uncover the emotional and business impact of the current situation and of making a change
• D. They compare products

Answer: (C)

Impact questions aim to uncover the emotional and business impact of the current situation and of making a change. They help the buyer articulate the consequences of staying with the status quo and the benefits of taking action, tying feelings to tangible outcomes like cost, time, risk, and stakeholder effects. By exploring these impacts, you build urgency and motivation to move toward a solution. This isn’t about focusing on immediate next steps, purely personal feelings, or product comparisons; it’s about quantifying what’s at stake and what change could deliver.