What does the Two Truths Question do?

• A. They prompt the prospect to state two truths about their satisfaction or a feature
• B. They close the sale
• C. They set the price
• D. They qualify the budget

Answer: (A)

The Two Truths Question is a discovery move that asks the prospect to state two truths about their current satisfaction or a feature. By inviting them to speak in their own words, you surface what matters to them, including both what they like and what they wish could be improved. This creates genuine engagement, reveals real needs or gaps, and gives you concrete fodder to tailor your next step.

Why this is the best choice: asking the prospect to articulate two truths puts them in the driver’s seat of the conversation. Their responses provide authentic buying signals and a natural segue to discuss how your solution addresses those truths. It reduces resistance because you’re collating their own statements rather than pushing a pitch, and it frames the discussion around specific outcomes they care about.

In context, this technique aligns with NEPQ’s emphasis on eliciting emotional and practical insights from the buyer and using those insights to move toward change. It isn’t about closing, pricing, or budgeting; it’s about uncovering needs and building the foundation for a tailored solution.