The Impact ladder

Thirteen minutes to turn pain into something worth acting on. You are climbing four rungs: pain, rational impact, emotional impact, and the critical event that dates the decision. The output is one impact question the team can ask on a real call this week.

Pick your brand

Pick your brand to begin. The scenario body stays hidden until a card is selected, which keeps mixed-room cohorts usable from the same page.

Start here

Pick your brand to begin

Use the switcher above to load the right scenario. This page then updates the ladder, the copyable prompt, the sample output, and the sibling breakout links without reloading.

Setup

What we are doing Turn the pain surfaced in Breakout 2 into a question that makes action feel necessary now.

Why it matters Most sellers can find pain. Fewer can connect it to the measurable cost, the human cost, and the date already sitting in the customer's world.

Selected scenario

Teach

Rational impact The number: consolidation savings, a fee at 3 to 5 percent against a larger saving, time recovered, leakage closed.

Emotional impact Travel is the most emotional category there is. A fee-free competitor wins on the spreadsheet, then a disruption hits at 3am and the real question becomes who picks up the phone.

Critical event You do not create the date. You find the one that already exists in the customer's world and forces a decision.

The ladder

Pain

Rational impact

Emotional impact

Critical event

Deliverable

One impact question to ask on a real call this week.

Copyable prompt

If the AI stalls

Debrief

Discuss this as a room When is the right moment to ask an emotional impact question rather than a rational one?

Watch for Tenured sellers drifting into business-case mode too early, or newer sellers feeling the emotion but not pricing the consequence.

Keep moving

Open breakout 1 Open breakout 2 Refresh this page

These links preserve the current ?brand= selection so the room stays in the same scenario.

Proprietary and confidential. For the Flight Centre Travel Group SPICED workshop only.