Which type of question is best described as getting the prospect to defend the importance of changing their situation?

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

Answer: (B)

Consequence questions are meant to bring the stakes of staying in the current situation into focus. They push the prospect to articulate and defend why changing matters by describing the outcomes if nothing changes and the benefits of taking action. That defending of the importance of change is what creates urgency and solidifies the motive to move forward.

Clarifying questions aim to remove ambiguity and ensure understanding. Probing questions delve into the problems and gaps. Solution awareness questions guide thinking toward possible remedies. While all are useful, only consequence questions specifically compel the prospect to justify why changing is necessary by weighing the real impact of not changing. For example, asking what happens to productivity or revenue if the problem persists makes the necessity of change explicit.