On average, how many Solution Awareness questions would you typically ask in a conversation?

• A. 1-2
• B. 2-3
• C. 4-5
• D. None of the above

Answer: (B)

Solution Awareness questions are used to help the prospect see that viable options exist and to understand what a strong solution would need to achieve. The aim is to surface the criteria that matter to them and test whether your approach could fit, all while keeping the conversation natural and collaborative.

A couple to a few questions works best because you want enough signal to tailor your next steps—confirming the impact of the pain, identifying the decision criteria, and hinting at how your solution could meet those needs—without turning the dialogue into a rapid-fire Q&A. If you push too many questions, the conversation can feel scripted or overwhelming and resistance can rise. If you ask too few, you might miss critical requirements or objections and won’t have enough insight to align your solution effectively.

So, in this stage, using a small, balanced set of Solution Awareness questions is the most effective approach.