What should you focus on when asking Solution Awareness Questions?

• A. The prospect's personal life.
• B. The competitor's pricing.
• C. What the prospect has done in the past and what their future could look like.
• D. The technical specifications of your product only.

Answer: (C)

Solution Awareness Questions should center on the prospect’s own actions and the results they want to achieve. This approach connects where they’ve been with where they want to go, creating a clear path from past experiences to a future state the solution can deliver. By exploring what they’ve already done, you understand their context, what has or hasn’t worked, and what gaps remain. Then by painting or clarifying what their future could look like, you tap into concrete outcomes, ROI, and motivation to change. This focus keeps the conversation relevant to their needs and the value you can provide.

Personal life details aren’t typically relevant to buying decisions and can overstep boundaries. Pricing choices by competitors shift emphasis to alternatives rather than the prospect’s own journey. Technical specifications alone tend to miss the outcomes and value the prospect actually needs. The strongest path is tying past actions to a future vision of results.