Which language indicates explicit commitment in NEPQ questioning?

• A. Indirectly referencing next steps without specifics.
• B. Direct statements about next steps or agreements.
• C. Focusing on features rather than next steps.
• D. Asking for a long technical specification.

Answer: (B)

Explicit commitment shows up when the language clearly states next steps or an agreement. In NEPQ questioning, you know you’ve reached true commitment when the prospect uses direct, action-oriented phrases about moving forward, scheduling, or signing. Examples include saying, “Let’s move forward with the proposal,” “We can implement this starting next month,” or “I’ll sign the agreement.” These concrete next-step statements signal readiness to act.

Other options don’t fit because they keep the conversation in vague or exploratory territory. Indirectly referencing next steps without specifics leaves ambiguity. Focusing on features rather than steps stays at a problem-solution level without signaling a decision. Asking for a long technical specification is about information gathering, not committing to a next action.