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.

MediumTechnical

0 practiced

Describe how you'd build a simple 3-year ROI model for a customer considering migrating on-prem analytics to a managed cloud service. Specify key assumptions and metrics (OPEX, CAPEX, migration effort, downtime, productivity gains), and outline the template of the calculation (explain inputs rather than populate numbers).

EasyTechnical

0 practiced

List and briefly explain three discovery frameworks (for example SPIN, BANT, MEDDIC) you would use as a Solutions Architect to uncover customer pain points and buying criteria. For each framework provide one example question you'd ask a technical stakeholder and why that question matters.

HardTechnical

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Sales is pushing to close a large deal quickly, but your technical assessment shows high integration risk and possible delivery delays. How do you present these risks to the sales team and the customer, propose alternative contract structures (for example phased delivery, success milestones, liability limits), and protect customer outcomes while trying to secure revenue?

HardTechnical

0 practiced

Design a commercial proposal that ties pricing to measurable outcomes for a supply-chain optimization solution. Include contract length options, success-based pricing elements, penalties and incentives, target metrics (e.g., lead time reduction), and clauses to manage data quality risks. Explain the trade-offs for vendor and customer.

MediumTechnical

0 practiced

Create a messaging matrix (1–2 sentence entries) for three personas — CIO, Line-of-Business owner, and SRE — for a managed database service. Columns should be: Business Outcome, Value Proposition, Evidence/Proof. Provide a filled example for each persona.

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