Which of the following best describes the purpose of Connection Questions in NEPQ?

• A. They engage the prospect and understand their needs
• B. They are designed to guide the prospect toward a purchase
• C. They focus on the seller's goals
• D. They accelerate the close without rapport

Answer: (B)

Connection Questions in NEPQ are about establishing rapport while uncovering the prospect’s needs and emotional drivers. They engage the prospect by showing genuine curiosity about their situation and what they want to achieve, which builds trust and reveals what matters most to them. This understanding sets the stage for later questions and tailored solutions, rather than pushing toward a sale or focusing on the seller’s agenda. So, the best description is that Connection Questions engage the prospect and understand their needs.