Which type of questions helps identify what the prospect likes or dislikes about their current situation?

• A. Connecting Questions
• B. Situation Questions
• C. Two Truths Questions
• D. Problem Awareness Questions

Answer: (D)

Focusing on what the prospect dislikes about their current situation targets the discomfort they experience with how things are today. In NEPQ terms, this is a problem awareness probe: it brings to light gaps, frustrations, or inefficiencies that signal a real reason to change. By asking what aspects of the current setup bother them, you uncover the pain points that make them receptive to exploring a solution. This sets up the conversation to connect the current problems to potential improvements and outcomes, rather than just collecting surface facts about how things are. While gathering facts about the current situation can be helpful, it doesn’t necessarily reveal the dissatisfaction that drives urgency, which is exactly what problem awareness questions aim to expose.