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When the best solution may sometimes not be the best fit.

As painful as this truth may seem, merely selecting the best solution for a problem may not be the most important decision criteria. The solution by itself is not always the only answer. It's about fit. Fit with everything, including the solution history.

By the way - if you still think that your contact is the only one making the buying decision (unless of course you are talking to the C-suite)...then you're probably not making too many sales.

The vendor needs to be savvy to the solution history inside the company and ensure alignment and sensitivity with leaders involved in that history. For example, who is the owner of the solution once implemented? Why is there currently a gap? Who addressed the problem before? How should the solution be positioned to best help the highest ranked owner of the previous solution not being defensive but supportive? Many deals that would have been great solutions could not be fit into a company because the competition had better answers to historical alignment. If you do not know the solution history at your prospect, you may be pipped at the post by someone that does. Your sales contact at the prospect may be aware of the history but may not be able or willing to express the nature of it - so it requires careful probing to understand why gaps exist. Make sure you investigate and understand the whole picture of the solution your are proposing and how it affects all involved.


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