Which type of question is used to introduce your recommendation based on the client's response?

• A. Solution Awareness
• B. Consequence
• C. Qualifying
• D. Transition

Answer: (D)

Transition questions are used to move the conversation from discovering needs to presenting your recommended path. After you’ve drawn out what matters to the client and confirmed how their current situation works, a transition question signals that you’re ready to outline a practical next step or your proposed solution. This helps set the expectation and invites the client to engage with the recommendation rather than feel it’s being pushed on them.

In NEPQ-style dialogue, you aim to keep language collaborative and non-confrontational, so the transition question feels like a natural next step rather than a sales pitch. It bridges the gap between understanding the client’s situation and delivering a tailored suggestion.

Other types focus more on whether the client recognizes a need (Solution Awareness), the impact of not solving the problem (Consequence), or whether the client fits the criteria (Qualifying). None of these directly structures the moment to introduce your recommended path the way a transition question does.