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Stop Forcing Fit: Sell What Solves Client Problems

Square-peg selling destroys trust and lifetime value. Here’s how to redirect, realign and customise so the solution fits the client—not the quota.

Q: What’s the #1 mistake salespeople make?

A: Poor listening. They talk too much, miss cues and push their agenda. Start with questions and let the buyer lead briefly if small talk stalls.

Mini-summary: Ask first, listen fully, then steer.

Q: How do I get the conversation back on track?

A: Redirect: “May I ask what outcome matters most right now?” Map goals, constraints, stakeholders and risk; then summarise back for confirmation.

Mini-summary: Clarify outcomes; play back for alignment.

Q: Why is mis-fit so costly?

A: Foisting the wrong solution haemorrhages trust. You may win a tiny first order and lose the account—and reputation—forever.

Mini-summary: Protect trust; protect lifetime value.

Q: How should I handle internal pressure and commissions?

A: Prioritise the client’s ROI over your commission or boss’s bolshie push. Re-scope if fit is weak; a small right win beats a big wrong one.

Mini-summary: Client ROI beats seller convenience.

Q: When should I customise?

A: More often than you think. Tailoring raises ROI and perceived value, even with fewer features. Off-the-shelf doesn’t always fit.

Mini-summary: Make the solution fit the client.