Which type of question helps the prospect defend the importance of changing their situation?

• A. Clarifying Questions
• B. Probing Questions
• C. Consequence Questions
• D. Solution Awareness Questions

Answer: (C)

Consequence questions are used to bring the impact of staying in the current situation into the open. They prompt the prospect to articulate what happens if nothing changes, which makes the idea of changing feel more necessary and defendable. In this approach, the salesperson guides the prospect to describe the costs, risks, and missed opportunities that come with the status quo, helping them defend why change matters.

For example, you might say, “If this issue continues, what effect would that have on your deadlines, your team's workload, or your budget next quarter?” By having the prospect voice these consequences, you move from recognizing a problem to feeling the urgency to act.

Other types serve different roles: clarifying questions seek specifics to ensure understanding, probing questions dig deeper into pain points, and solution awareness questions explore readiness and alignment with options. But consequence questions specifically shine a light on the cost of inaction, making the importance of changing tangible.