Which type of question focuses on the prospect's world?

• A. Situation Questions
• B. Problem Awareness Questions
• C. Two Truths Questions
• D. Connecting Questions

Answer: (D)

The main idea is to recognize which question type centers the conversation in the prospect’s reality and daily context. Connecting questions are crafted to tie what the buyer is experiencing—their environment, constraints, goals, and routine—to the discussion. They invite the prospect to map how current operations work, what matters most to them, and how a potential solution would fit into their world. By doing this, the seller aligns the conversation with the buyer’s reality, making the relevance of the solution clear and personal.

This is why connecting questions are the best choice here: they explicitly focus on understanding and linking to the prospect’s world. In contrast, other question types tend to gather background facts, surface problems, or validate beliefs rather than anchor the discussion in the buyer’s actual context.