In the NEPQ framework, which phase is primarily about moving the buyer toward taking the next step with questions?

In the NEPQ framework, which phase is primarily about moving the buyer toward taking the next step with questions?

• A. Presentation Stage
• B. Closing Stage
• C. Commitment Stage
• D. Discovery Stage

Answer: (C)

Moving toward the next step with questions is the hallmark of the Commitment Stage in NEPQ. In this phase, you use forward-facing questions to guide the buyer from consideration to action, aiming to lock in the next step—whether that’s a follow-up meeting, a pilot, or a decision date—while addressing any remaining doubts with probing questions. The Discovery Stage focuses on uncovering needs, the Presentation Stage on showing outcomes and the solution, and the Closing Stage on finalizing the decision; however, the specific aim of driving momentum and securing the next action through questions belongs to the Commitment Stage.

Moving toward the next step with questions is the hallmark of the Commitment Stage in NEPQ. In this phase, you use forward-facing questions to guide the buyer from consideration to action, aiming to lock in the next step—whether that’s a follow-up meeting, a pilot, or a decision date—while addressing any remaining doubts with probing questions. The Discovery Stage focuses on uncovering needs, the Presentation Stage on showing outcomes and the solution, and the Closing Stage on finalizing the decision; however, the specific aim of driving momentum and securing the next action through questions belongs to the Commitment Stage.