You need to qualify a customer for an Aruba wireless solution. What is one question that you should ask to start qualifying the customer?

Question

Options

• AWhat types of applications and workloads are experiencing issues?
• BAre you ready to drop your wired network and go all wireless?
• CHow much budget do you have allocated for IoT and other initiatives?
• DHow much in-house expertise do you have in 802.11ac and 802.1ax solutions?

• A
  84% (47)
• B
  2% (1)
• C
  5% (3)
• D
  9% (5)

Explanation

Option A is correct because qualifying a customer starts with understanding their business problem - specifically, what applications or workloads are underperforming. This surfaces the actual pain points driving the conversation and lets you map an Aruba solution to a real need, rather than assuming the customer wants wireless for its own sake.

Why the distractors are wrong:

• B is a leading, presumptuous question that assumes the customer wants to eliminate their wired network - this could alienate them and is not a neutral discovery question.
• C jumps straight to budget and a specific technology (IoT) before understanding the core problem; budget conversations come later in the sales cycle.
• D asks about the customer's technical expertise in specific Wi-Fi standards, which is overly granular for an opening qualifier and presupposes a solution before the need is defined.

Memory tip: Think of the sales acronym SPIN (Situation, Problem, Implication, Need). Option A is a classic Problem question - always lead with "what's broken?" before talking money, technology, or expertise. If a choice jumps to budget or jargon early, it's wrong.

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