Which set lists the four classic NEPQ question types used in discovery?

• A. Opening questions, Mid-session questions, Closing questions, Follow-up questions.
• B. Feature questions, Benefit questions, Objection-handling questions, Qualification questions.
• C. Timeframe questions, Budget questions, Authority questions, Competition questions.
• D. Situation questions, Problem questions, Implication questions, and Need-Payoff questions.

Answer: (D)

The discovery phase in NEPQ is built around a four-step questioning sequence: Situation, Problem, Implication, and Need-Payoff. This progression starts by mapping the buyer’s current situation to understand context, then surfaces the problems or gaps that exist. Next, it deepens the impact by exploring the implications of those problems, making the cost of inaction feel real. Finally, it shifts toward value by asking Need-Payoff questions that reveal the tangible benefits of resolving the issues. This structure is what makes that set the best fit for discovery.

The other sets don’t mirror this discovery flow. One describes stages of a sales conversation, another sticks to generic categories like features and objections, a third captures common constraint questions, and the last mirrors a different questioning framework. None of those align with the specific four-question sequence used to uncover needs and build value in NEPQ.