Which NEPQ concept expands on identifying areas for change within the Problem Awareness framework?

• A. Connection Questions
• B. Situation Questions
• C. Two Truths
• D. Problem Awareness Questions

Answer: (C)

Two Truths is about expanding how you uncover change opportunities by having the buyer articulate two separate, verifiable realities. In Problem Awareness, you want the person to see there’s a gap between where they are and where they could be, and Two Truths pushes that further by naming two truths: the current problem as it stands, and a second truth about the consequences, costs, or potential gains tied to changing (or not changing). This dual acknowledgment makes the need for change feel more concrete and urgent, revealing multiple areas where a solution could help.

By guiding the buyer to voice both truths, you help them map out specific aspects of their situation that need change, which opens the door to tailoring your approach and solution to those exact points. This is why this concept best expands identification of change areas within the Problem Awareness stage. Connection questions and Situation questions serve other roles (rapport and context), while Problem Awareness Questions cover the broader space—but Two Truths specifically deepens awareness by contrasting two clear realities, anchoring the case for change.