Problem, Impact, and Picture Perfect Questions

The Midwest Revenue Group 3-Part Questioning Strategy™ is based on the cutting edge research of
sales experts, neuroeconomists, social & behavioral scientists, and psychologists. The questioning
strategy is designed to bring motivation levels, and the sense of urgency, to peak states during the sales
call, and prime the prospect’s mind for decision making.

Problem Questions
Description: Problem Questions are the doorway to “Pain”. They help us point the conversation in the
right direction and zero in on the problem(s) we are meant to solve.

Examples:

• What made you decide to meet/call/talk with me?

• What made you think about starting to look at your options?

• What were you hoping I might be able to do for you?

• Was there anything specific you were hoping to talk about?

• (Compliment the property in some way), why consider selling?

• Why might you…?

• Why would it be good for you?

• Why could it work for you?

• Why might it benefit you?

• Why might you want to?

• Why might you decide to?

• Why might you even think about it?

Impact Questions
Description: Impact questions test and help to validate problems (making sure the conversation is
headed in the right direction), and help the prospect self-discover the true impact of their situation. This
increases motivation and the urgency to take action by bringing a deeper understanding of their
situation, and the raw emotion that comes with that understanding, to the surface.

Examples:

• Really…

• You must be telling/asking me this for a reason. What is it?

• When you say _______, what do you mean?

• What do you mean?

• What’s that like?

• How does that feel?

• How long has that been going on?

• How long has that been on your mind?

• Is that a big deal or little deal?

Picture Perfect Questions

Description: Picture Perfect Questions are used to stretch the gap between where the prospect is and
where they want to be. Whereas Impact questions help the prospect understand with vivid clarity where
they are, Picture Perfect Questions help the prospect understand, with the same vivid clarity, where
they can be. This understanding increases motivation and the urgency they feel to take action.

Examples:

• Where would you go?

• What would you do?

• Paint me a picture…

• Imagine that you’ve already made the change we’re talking about. Now tell me how you will
benefit from that.

• Let’s suppose…

• If we could waive a magic wand…

• What would that be like?

• How would that feel?