Provide an example of a NEPQ-style Problem Question.

• A. "What is the top line growth target?"
• B. "Would you like to see a demo?"
• C. "What problem in your current process is causing the most pain right now?"
• D. "How many users do you have today?"

Answer: (C)

Problem questions in NEPQ are designed to uncover pain in the prospect’s current situation. They’re open-ended, non-threatening, and invite the person to describe the impact of a real issue. The best example asks them to name a specific problem in their present process that is causing the most pain right now. This prompts the prospect to articulate concrete frustrations, which creates motivation to change and makes it easier to connect your solution to relief from that pain.

The other options miss the mark because they shift the focus away from present pain: one looks at a future target, another suggests the next step of scheduling a demo, and another simply gathers a factual metric about the current state without addressing any problem or its consequences.