Which NEPQ question best starts a boardroom meeting by focusing on the prospect's needs?

• A. Do you prefer initial vendor reviews or immediate price comparisons?
• B. From your perspective, what would be a valuable way for us to spend this time together?
• C. Are you satisfied with your current vendor's performance overall?
• D. What is your current budget for this project?

Answer: (B)

Opening a boardroom meeting with a question that invites the prospect to spell out what would be valuable to them sets the tone for a needs-based discovery. This approach is the best because it shifts the focus from vendor features, price, or status quo to the outcomes, priorities, and value the prospect truly cares about. It signals collaboration, reduces defensiveness, and gives you a natural doorway to tailor every subsequent question to their objectives and success metrics. In contrast, questions that push for price comparisons, assess current vendor performance, or probe budget tend to frame the discussion around constraints or evaluation criteria rather than uncovering real needs and desired results.