Consultative Selling and Solution Alignment

Amazon Web Services via Coursera

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Details

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

4 weeks, 2 hours a week
Sessions

Self-Paced
Level

Beginner
Subtitles

English

Found in

Part of

AWS Tech Sales Representative

Overview

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In this course, you will build the consultative selling skills needed to qualify opportunities, align AWS solutions to customer needs, and move sales conversations forward effectively. You will learn how to use structured qualification approaches such as MEDDPICC to guide discovery, assess the strength of an opportunity, and identify important customer priorities, stakeholders, decision factors, and risks. Through realistic sales scenarios, you will practice connecting customer challenges to relevant AWS solutions and explaining recommendations in terms of business outcomes. You will also explore how to communicate AWS strengths in competitive situations without relying on feature comparisons alone. You will develop practical approaches for responding to customer objections related to areas such as cost, complexity, risk, and vendor choice. The focus is on understanding the concern behind an objection, responding clearly, and keeping the conversation aligned with the customer’s priorities. You will also use the Working Backwards approach to define customer problems, clarify desired outcomes and success criteria, and frame solutions from the customer’s perspective rather than starting with technical features. By the end of the course, you will be able to qualify sales opportunities, align AWS solutions to customer needs, respond effectively to objections, and guide consultative sales conversations with greater confidence and clarity.

Syllabus

Applying MEDDPICC for opportunity qualification
- In this module, you will learn how to use structured qualification to evaluate sales opportunities and decide how they should progress through the sales motion, the activities that move an opportunity toward a customer decision. You will build on your understanding of MEDDPICC by applying it during discovery conversations, where you ask targeted questions to understand the customer’s situation, priorities, stakeholders, and desired outcomes. You will use this information to assess an opportunity. You will explore how customer priorities, decision processes, stakeholders, success measures, and potential risks contribute to a clearer view of deal strength. You will also learn how to distinguish strong qualification signals from weak or incomplete information. Through practical scenarios, you will identify gaps that could affect deal progression and consider which questions or actions can reduce uncertainty. As you work through the module, you will see how structured qualification helps prevent activity from being mistaken for genuine progress. Instead, MEDDPICC provides a consistent way to evaluate what is known, what still needs to be confirmed, and where additional discovery is required. By the end of the module, you will be able to use MEDDPICC to guide discovery, assess the strength and risks of an opportunity, and determine whether it should progress, be investigated further, or be deprioritized.
Aligning AWS solutions to customer needs
- In this module, you will learn how to align AWS solutions to customer needs identified during discovery. You will build on qualification insights by connecting customer challenges, priorities, constraints, and success criteria to relevant AWS services. Rather than starting with service features, you will learn how to interpret what matters to the customer and shape solution direction around business outcomes such as improved performance, cost efficiency, scalability, and reduced operational effort. You will explore how AWS capabilities such as managed services, flexible scaling, and usage-based models can support different customer priorities. You will also learn how to communicate AWS strengths in the context of the customer’s situation without relying on direct competitor comparisons or feature-heavy messaging. Through practical scenarios, you will examine how solution recommendations are developed from discovery insights, explained in business-focused language, refined through customer discussion, and validated against the customer’s priorities. By the end of the module, you will be able to align AWS services to customer needs, explain the reasoning behind your recommendations, and validate that the proposed solution direction supports the customer’s desired outcomes.
Handling objections and competitive positioning
- In this module, you will learn how to respond to customer objections and position AWS effectively in competitive sales conversations. You will explore common concerns related to cost, the complexity of migrating workloads, meaning the applications and systems a customer runs, as well as risk, vendor commitment, and alternative providers. You will learn how to identify the underlying issue behind what the customer says. Rather than treating objections as resistance to overcome, you will learn to acknowledge concerns, clarify what is driving them, and respond in a way that reflects the customer’s priorities and business outcomes. You will also examine how to communicate AWS strengths in context without relying on competitor criticism or feature-by-feature comparisons. Through practical scenarios, you will explore how structured objection handling can reduce uncertainty, maintain customer confidence, and keep conversations moving toward a clear decision. By the end of the module, you will be able to interpret customer objections, respond using a structured and customer-focused approach, reinforce relevant AWS value, and maintain momentum in competitive discussions.
Using working backwards for customer-centric solution framing
- In this module, you will learn how to frame AWS solutions from the customer’s perspective using the Working Backwards approach. You will explore how to begin with a clear understanding of the customer’s problem, desired outcomes, and success criteria before moving toward a solution. You will learn how to use information gathered during discovery to define the current situation, clarify what the customer wants to achieve, and shape solution direction around measurable business outcomes. You will also examine how Working Backwards helps keep recommendations focused on customer priorities rather than service features alone. Through practical scenarios, you will explore how clear problem definition, outcome alignment, and customer-focused solution framing improve understanding and support better decisions. By the end of the module, you will be able to apply Working Backwards to define customer problems, articulate desired outcomes and success criteria, and frame AWS solutions around customer value.