What do Consequence Questions do?

• A. They identify budget constraints
• B. They explore the consequences of not changing
• C. They schedule a follow-up
• D. They discuss product features

Answer: (B)

Consequence questions are about uncovering the impact of not changing. They push the buyer to imagine what happens if the current problem persists—costs rise, productivity suffers, timelines slip, or risks grow. By focusing on these outcomes, you help the buyer see the tangible value of addressing the issue and create urgency to move forward. These questions are not about budget limits, scheduling a follow-up, or detailing product features; they’re about the real effects of inaction and how those effects ripple through the business. For example, you might ask what ongoing downtime or quality problems mean for revenue and customer trust, which helps connect the problem to a concrete motive for change.