{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"279 Stop Forcing Fit: Only Sell What Solves Client Problems","description":"&amp;nbsp;Stop Forcing Fit: Sell What Solves Client Problems Square-peg selling destroys trust and lifetime value. Here\u2019s how to redirect, realign and customise so the solution fits the client\u2014not the quota.&amp;nbsp; Q: What\u2019s the #1 mistake salespeople make? A:&amp;nbsp;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:&amp;nbsp;Ask first, listen fully, then steer. Q: How do I get the conversation back on track? A:&amp;nbsp;Redirect: \u201cMay I ask what outcome matters most right now?\u201d Map goals, constraints, stakeholders and risk; then summarise back for confirmation. Mini-summary:&amp;nbsp;Clarify outcomes; play back for alignment. Q: Why is mis-fit so costly? A:&amp;nbsp;Foisting the wrong solution haemorrhages trust. You may win a tiny first order and lose the account\u2014and reputation\u2014forever. Mini-summary:&amp;nbsp;Protect trust; protect lifetime value. Q: How should I handle internal pressure and commissions? A:&amp;nbsp;Prioritise the client\u2019s ROI over your commission or boss\u2019s bolshie push. Re-scope if fit is weak; a small right win beats a big wrong one. Mini-summary:&amp;nbsp;Client ROI beats seller convenience. Q: When should I customise? A:&amp;nbsp;More often than you think. Tailoring raises ROI and perceived value, even with fewer features. Off-the-shelf doesn\u2019t always fit. Mini-summary:&amp;nbsp;Make the solution fit the client. Bottom line:&amp;nbsp;Ask, map, confirm, align to client ROI, and customise. That\u2019s how you stop forcing the fit and start earning repeat business. About the Author Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the&amp;nbsp;Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo. ","author_name":"The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan","author_url":"http:\/\/japanbusinessmastery.libsyn.com\/website","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/38887735\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/item\/38887735"}