What type of thinking does effective questioning empower in the customer?

• A. The belief that they cannot decide.
• B. The belief that price is the only factor.
• C. The belief that they can change their situation.
• D. The belief that the product is perfect regardless of fit.

Answer: (C)

Effective questioning helps the customer shift into a mindset of agency—believing they can change their situation. When questions illuminate possibilities and personal impact, the customer feels capable of deciding and taking action, which moves the conversation toward a real next step. This is why the option about believing they can change their situation is the best fit.

If the customer thinks they can’t decide, they stay stuck and dependent; if they fixate on price as the only factor, they miss broader value and outcomes; if they believe the product is perfect regardless of fit, they ignore real needs and misalignment with their situation.