Customer Value Proposition and Consultative Selling Questions

Techniques for discovering customer needs, crafting and articulating compelling value propositions, and using consultative selling to demonstrate business outcomes. Covers market segmentation and persona development, needs analysis and questioning frameworks, mapping product features to specific customer outcomes and return on investment, framing messages for target audiences, handling objections by uncovering underlying concerns, and positioning strategic fit and measurable benefits. Emphasizes moving beyond generic pitches to tailored discussions about outcomes, metrics, and implementation considerations.

EasyTechnical

0 practiced

You have access to only 10 customers and two weeks to discover their top three unmet needs for a collaboration product. Outline a prioritized research plan listing methods (e.g., interviews, diary studies, analytics review), sample screening criteria, and deliverables that will convince stakeholders to act.

EasyTechnical

0 practiced

You have a 30-minute discovery call with a potential enterprise customer. Prepare 8 open-ended consultative questions (no yes/no) you would ask to uncover their top needs, decision criteria, implementation constraints, and measurable success metrics. Indicate which question maps to which part of the buying motion (e.g., technical validation, economic buyer, champion building).

MediumTechnical

0 practiced

Design a minimal viable proof-of-value (PoV) protocol for a prospective enterprise customer with strict security requirements. Specify data access needs, security checklist items, measurement plan (metrics and telemetry), success criteria, timeline for a 30-day PoV, and two fallback options if integration is delayed.

MediumTechnical

0 practiced

A competitor launches a cheaper plan with similar features. Outline a 60-90 day cross-functional response plan that includes: immediate sales messaging tweaks, short-term promotions, product differentiators to emphasize, and a longer-term product or positioning move. Prioritize actions by impact and ease of execution.

EasyTechnical

0 practiced

You're launching a feature that reduces churn risk by 10%. As the PM, build a one-page sales cheat sheet for SDRs and AEs that includes: 5 core talking points, 3 qualification questions, 2 proof points, and 3 objection responses. Explain why each item is included.

Unlock Full Question Bank

Get access to hundreds of Customer Value Proposition and Consultative Selling interview questions and detailed answers.

Join thousands of developers preparing for their dream job.