Two Truths in NEPQ are best described as?

• A. A closing technique
• B. An approach to building rapport
• C. An expansion on the Problem Awareness Stage to identify areas for change
• D. A method for selecting leads

Answer: (C)

Two Truths focuses on expanding the buyer’s recognition of their situation and the need for change within the Problem Awareness stage. It guides the prospect to acknowledge two compelling truths: first, a factual reality about their current issue, and second, the consequence or impact of not changing. By surfacing these two connected truths, the conversation moves from simply recognizing a problem to understanding why change is necessary, which is exactly what the Problem Awareness stage aims to achieve. This approach helps build urgency and prepares the door for discussing a solution. It’s not about closing, nor is it primarily a rapport-building technique or a method for selecting leads; its purpose is to deepen problem awareness and identify where change is needed.