Consultative Solution Framing'We need the enterprise tier for two hundred users, send a quote.' She has said nothing about the problem.
Twenty situational-judgement scenarios for sellers of solutions rather than price lists: diagnosing before prescribing, scoping to the problem the customer actually has, and telling a buyer they need less than they asked for. Weighted partial credit, three competencies, banded report with a growth plan.
Diagnosing first is scored, but so is not slowing a ready buyer
A prospect opens the first call asking for an enterprise quote for two hundred users and has told you nothing about what they are trying to fix; your proposal has three workstreams and the customer's budget covers two, and the third is the one that makes the other two stick; the customer's goal is to halve processing time and your solution achieves a third under their conditions, half only if they change an approval step they control; everything must be live in eleven weeks, a realistic plan is sixteen, a reduced first release could be ten. Twenty scenarios, each with four things a seller might propose.
Options are scored on a 0–3 gradient with a full rationale for every option, and distractors are anchored to the two ways consultative selling fails: prescribing without diagnosing, and turning diagnosis into an obstacle for a buyer who has done her research. Saying the quote will go out today and asking what changed scores full credit; refusing to quote until a full discovery session has happened does not. The bank is original and length-parity controlled; scenarios are country- and product-neutral, companies are fictional, and no branded solution-selling method is used or implied.
Three competencies are banded separately — Diagnosis Before Prescription, Scoping to the Real Problem and Honest Solution Framing — because a seller can diagnose well and still present the outcome the customer wants to hear rather than the one their conditions allow. The AI-personalised narrative names the pattern across your 20 answers, the growth plan starts from the weakest competency, and the scenario review explains why the honest 'a third, and half if you also change this' framing scored three.
What you walk away with
Diagnosis Before Prescription, Scoping to the Real Problem and Honest Solution Framing each return a band with a coaching note — what a Developing band on scoping does to a three-workstream proposal against a two-workstream budget, and the move that would have scored three.
The strengths and development panel is built from your own answers and says whether you quote before asking, gate a ready buyer behind discovery, or present the outcome the customer wants rather than the one their conditions allow.
Concrete steps ordered by impact: the one question to attach to a fast quote, how to argue for the workstream the customer values least, how to present a reduced first release without hiding what it leaves out.
A 0–100 score with a band and a 70 per cent pass mark for hiring, followed by all 20 scenarios reviewed with the reason each option scored what it did, so the test also teaches the discipline it measures.
The report, in three panels
Illustrative sample — your report is generated from your own responses.
Band edges at 40, 60 and 80. Each band carries its own coaching interpretation for that competency.
Assembled from your lowest competencies, in order — not a generic checklist.
Built for
- Solution and services sellers whose proposals have scope, phases and dependencies
- Account executives selling software with implementation attached
- Presales and delivery staff who shape what is sold before it is signed
- Sales managers screening for sellers who scope honestly under budget and deadline pressure
The proposal that fits the budget and not the problem will be blamed on you in month four.
Twenty scenarios in 30 minutes, three competencies banded, growth plan and full scenario review on completion.
₹349 (incl. GST) · assessment and full report, nothing further to pay
Frequently asked questions
Whether a salesperson diagnoses before prescribing, scopes a proposal to the problem the customer actually has rather than the one they first described, and is willing to tell a buyer they need less than they asked for, or that the outcome they want depends on something they control. Three competencies across 20 scenarios. It is for solution and services sellers, account executives with implementation attached to what they sell, presales staff, and the managers hiring them.
No. When a buyer arrives with a clear request, refusing to quote until a full discovery session is complete scores below sending the quote today with one question about what changed and who the users are. Each option is scored on a 0–3 gradient with a full rationale; options are length-matched and the best answer moves position. Options that present an outcome the seller knows the customer's conditions will not deliver score at the bottom of the gradient.
Thirty minutes for 20 scenarios in one sitting. The report is immediate: an overall score with band against a 70 per cent pass mark, three banded competencies with coaching interpretations, an AI-personalised narrative of strengths and development areas, a growth plan built from your weakest competency, and a review of every scenario with the reasoning behind each option. Everything is included; there is nothing further to unlock.
In a proposal review, take the seller's current draft and ask which problem each workstream solves and what the customer said about it; compare the answer with their Scoping to the Real Problem band. In an interview, describe a buyer whose goal exceeds what their conditions allow and ask how the candidate would present the outcome. The growth plan is the next month's coaching agenda; a retake shows movement.
Yes. Scenarios are country-neutral and product-neutral, companies and people are fictional and the judgements — quote or ask, which workstream to fight for, how to frame a shortfall — arise wherever solutions are sold with scope attached. No branded solution-selling method is referenced. The assessment is priced in INR and USD; the live price in both currencies is shown on this page.
Foundation, core selling, specialist and sales-leadership bands — every one an original situational-judgement bank with weighted partial credit, a stated reason for every option, and ethics scored to zero on a mis-sell. Hire with the band that matches the role, or develop with the one that matches the gap.
See every sales assessment →Methodology: Original AssessAll situational-judgement item bank for individual-contributor sales roles, authored to the AssessAll Scientific Item-Authoring Standard: behaviour-anchored scenarios, misconception-anchored distractors, weighted partial-credit keys with a full rationale for every option, and option-length parity control. Scenarios are country-neutral and product-neutral; company and person names are fictional. Not derived from or affiliated with any published instrument or branded selling methodology.