What is the primary function of Connecting Questions?

• A. Focus on the prospect and their world
• B. Gather product specifications
• C. Close the sale quickly
• D. Assess budget and authority

Answer: (A)

Connecting Questions aim to focus on the prospect and their world. They’re used early in the conversation to learn about the prospect’s situation, priorities, and challenges, and to build rapport by showing genuine curiosity. By centering the discussion on the prospect, these questions establish trust and context for what comes next. They are typically open-ended and non-threatening, inviting the prospect to describe their current reality so you can align later steps with what matters most to them. This approach differs from gathering product specs, trying to close a sale immediately, or mapping budget and authority, which belong to later-stage questions once rapport and understanding are in place.