What should a closing question in NEPQ target?

• A. Specific, measurable outcomes that align with goals and the solution's capabilities.
• B. A general agreement to consider options.
• C. The cheapest price.
• D. A yes-or-no decision to buy today.

Answer: (A)

Closing questions in NEPQ should center on outcomes that matter to the buyer and how the solution can deliver them, using specific, measurable metrics and a realistic timeline. This approach keeps the focus on value and feasibility, not on pressure or price. By asking about concrete results the buyer is hoping to achieve and tying those results to what the solution can actually deliver, you invite a natural commitment to a concrete next step—like piloting, scheduling a follow-up to review measured results, or moving toward implementation within a defined timeframe.

Why this is the best fit: it moves the conversation from features to real impact, grounding the close in the buyer’s goals and the solution’s proven capabilities. It also creates a clear path forward rather than a vague agreement. In contrast, agreeing to consider options is too broad, chasing price focuses on cost rather than value, and a yes-or-no to buy today can feel pushy and derail thoughtful decision-making.