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Glossary

Glossary
I
Impact questions

A B C D E F G H I J K L M N O P Q R S T U V W

Impact questions

Questions that determine how problems impact a prospect.

Impact questions ask a prospect how a problem is impacting them. They open room for discussion around the consequences of not solving the problem.

Impact questions have a large influence on persuasion compared to situational questions and problem questions.

Related Terms

SPIN Selling

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