In NEPQ, what is the effect of starting with Situation questions on a discovery call?

• A. They reveal the solution.
• B. They gather context and set the stage.
• C. They rush to closing.
• D. They test the prospect's memory.

Answer: (B)

Starting with Situation questions sets the stage by gathering the factual context of the prospect’s world. These questions dig into current goals, processes, tools, and roles, creating a shared reality that you can reference as you move forward. In NEPQ, this foundation lets you tailor later questions to what actually matters to them, making the discovery more relevant and credible. Jumping to the solution or closing too soon breaks this flow and can feel pushy or misaligned with what the prospect needs, while tests of memory aren’t the aim of an initial discovery. So, focusing first on understanding the situation ensures you build a solid context for uncovering true needs later.