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.
Choose your scenario
Pick the one closest to what you sell
Your scenario loads straight away and stays put for the rest of the breakout.
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.
Your scenario
Teach
Rational impact
The number: consolidation savings, time recovered, leakage closed.
Emotional impact
Travel is the most emotional category there is. A lower-fee model wins on a 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
1
Pain
2
Rational impact
3
Emotional impact
4
Critical event
Deliverable
One impact question to ask on a real call this week. You write it. This is the shape it takes.
Copyable prompt
If your group gets stuck
Build your own ladder first. This is here so a stuck group has a floor, not a starting point.
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.
Proprietary and confidential. For the Flight Centre Travel Group SPICED workshop only.