Which statement describes a NEPQ question designed to focus the meeting on the prospect's needs and context?

• A. They are used to disrupt vendor relationships.
• B. They help determine urgency of solving problems.
• C. They focus the meeting on the prospect's needs and context.
• D. They summarize the decision criteria.

Answer: (C)

The main idea is that NEPQ questions are crafted to keep the conversation centered on what the prospect needs and the situation they’re in. By design, these questions uncover the prospect’s current reality, desired outcomes, and constraints, which helps the meeting stay relevant to them and allows you to tailor your next steps. This focus on the prospect’s needs and context is what makes the statement the best fit.

Other options miss that central aim. Disrupting vendor relationships isn’t a constructive goal of NEPQ questions and runs counter to the collaborative discovery process. While some questions can illuminate urgency, the core purpose is to explore needs and context first, not just measure urgency. Summarizing decision criteria is typically a later step after understanding needs and context, not the primary function of the focused discovery questions.