These types of questions help the salesperson understand the buyer's current situation. The purpose is to gather general information and uncover needs.

These questions help the salesperson understand what difficulties or issues plague prospective clients. The known information about a potential buyer's needs is used to frame questions that help the salesperson learn more about the downsides of their prospective client's situation.

These types of questions help prospective clients understand the downside of their current situation. Later, the salesperson will offer their product as a solution or alternate.

These types of questions are designed to help prospective clients understand how great their life will be once they have the salesperson's product or service. The goal of these questions is to reframe the client's mindset positively.