What are 'impact questions' in NEPQ?

• A. Questions that reveal product specifications
• B. Questions that reveal internal processes
• C. Questions that uncover the emotional and business impact of the current situation and of making a change
• D. Questions that compare prices

Answer: (C)

Impact questions in NEPQ are questions that reveal the emotional and business impact of the current situation and of making a change. They’re designed to surface what happens if nothing changes and what could improve if a change is made, tying feelings to real outcomes like revenue, productivity, timelines, or customer satisfaction. By focusing on outcomes, consequences, and value, these questions create urgency and motivation to move forward.

For example, you might ask about how ongoing delays affect client relationships or how a current issue is impacting team morale and quarterly targets. Then you explore what benefits would occur if the change were implemented and how that would affect goals and results.

Questions about product specs or prices tend to focus on features or costs rather than the tangible outcomes those factors drive, while questions about internal processes focus on how things work rather than why the situation matters. Impact questions keep the conversation anchored in the real effects on the business and on people.