Which of the following is an example of a Solution Awareness Question involving competitors?

• A. How would you describe your competitive advantage relative to others?
• B. What differentiates your company over your competition? Why is that?
• C. Do you want a demo this week?
• D. Will you sign today?

Answer: (B)

The main idea being tested is how a seller probes the buyer’s awareness of how their solution stacks up against competitors. In a Solution Awareness question that involves competitors, you want the buyer to articulate what sets your offering apart and, crucially, why those differences matter.

The best choice asks exactly that: what differentiates your company over your competition, and why is that? It pushes the prospect to compare options and justify the reasons those differentiators matter, which reveals how the buyer perceives value and where your solution can outshine alternatives. This helps you uncover the real drivers behind a potential decision and positions your solution in the buyer’s mind.

The other prompts are less effective for this purpose. One asks about competitive advantage relative to others, which can elicit a generic statement of superiority without pulling out concrete differentiators or the reasons behind them. The remaining options focus on scheduling a demo or closing the deal, which aren’t about understanding or leveraging competitive differences in the solution.