Differentiate a 'solution' question from a 'value' question in NEPQ.

• A. A solution question asks about price; a value question asks about timelines.
• B. A solution question focuses on features; a value question connects those features to meaningful outcomes for the prospect.
• C. A solution question is only about implementation; a value question is about licensing.
• D. A solution question questions the customer’s trust; a value question tests loyalty.

Answer: (B)

The main idea here is distinguishing between questions that explore what the solution does and questions that connect those features to outcomes the prospect cares about. A solution question digs into the product’s capabilities and how the solution addresses the prospect’s problems—it's about the concrete features and how they work. A value question then ties those features to meaningful impact for the buyer—things like time saved, cost reductions, revenue impact, or strategic advantage. That connection is what makes the value question powerful, because it shows why those features matter in real terms to the prospect. The other statements drift into pricing or timelines, narrow implementation questions, or relational cues like trust or loyalty, which aren’t the core distinction between solution and value. For example, asking what an automation feature can do is a solution question, while asking how that automation translates into faster decisions and lower costs demonstrates the value.