Free training · Urgency
Stop asking “what happens if you don't fix this?”
A generic question gets a generic answer. The consequence question works when it repeats their exact problem and their exact impact, with the right timing and the right tone.
The one rule: use their problem, in their words.
Never ask about a problem they didn't name. Repeat what they told you, then ask what it leads to.
- Step 1
Time it
At about 75% of the call. Never in minute one.
- Why
- Before that they don't trust you enough. Ask it right after they described their goal, when the gap is already built.
- Step 2
Use the formula
“What happens, [name]… if you keep [their problem] and [their impact continues]… what happens to [team / company / position] at that point?”
- Example
- “What happens, John… if you keep getting these low-quality leads… and your best reps leave for the competition… how do you scale the company at that point?”
- Step 3
Switch the tone
Start challenging. End concerned.
- How
- First half a bit faster and firmer. Last part slower, quieter, softer.
- Pauses
- Pause for one second before the key words. Let it land.
- Step 4
Then stay quiet
Let them answer. Don't rescue them.
- Why
- They now argue for change themselves. Whatever they say next is your strongest reason to move forward.
- Follow-up
- “Why is fixing that important to you now, and not in six months?”
- Step 5
Practice drill
Write 3 consequence questions for your 3 most common prospect problems.
- Do this
- Use real phrases from your last calls for the problem and the impact. Say each one out loud with the tone switch.
Want me to run this with you on your calls?
In 1:1 mentoring we go through your real recordings and turn this into your own close. Apply in 2 minutes.