Your customer demands exceed product capabilities. How will you meet their expectations?

This is the key. Many customers ask for features that they may have seen elsewhere, or that may be based on how they've done things in the past. Digging into WHY they want it and WHAT they're trying to accomplish will give you the context you need to start solutioning!

To understand the client's needs we have to engage in a detailed conversation with the customer to understand their specific needs and priorities. Identify which aspects are most critical to their operations. Once again, Hearing skills are crucial here.

It is important to understand the customer's core challenges they are facing - and not just in relation to your project, but in relation to their job as a whole. They have a job to accomplish, and your product is probably only a small part of it.

When initially engaging a potential or exisitng client, targeting their objectives and challenges is paramount. This will help guide the evolving conversation around potential solutions that help map back to each of these objectives and challenges.

You find out how to achieve your customers needs and make sure it gives them the performance that is needed. Educate yourself on what the customers and continue to try to go above and beyond to make sure you completely understand all the needs of the customer

Clear and concise solution mapping is critical in the sales process. Making sure the issues and goals they communicated early on and throughout discovery are mapped to easy to demonstrate solutions will help build the trust. If you are not a perfect fit, "creative approaches" to solving their problems need to be extra clear on how this will impact them. Again, building trust that you understand and know how to solve their problems along with highlighting your products flexibility helps win deals.

Explore the possibility of providing alternative solutions that meet their needs as closely as possible. This might include suggesting different configurations, workarounds, or complementary products. You have to be careful to suggest alternative solutions that are as close as possible to the client's budgetary expectations.

First, try to architect a solution that closely fits the prospect or customer needs, possibly even acknowledging the gaps to open up collaborative conversation around what is and what isn't a "dealbreaker." Second, Educating oneself on other product offerings adjacent to the market of your solutions can build massive credibility. Taking a consultative approach and suggesting alternative types of technology solves when a solution does not fit perfectly builds trust and helps depict the SE/SC as a trusted advisor. Prospects may prioritize a vendor they trust over a vendor with additional features.

Points of friction for customers should be organized and relayed to the product team. If you can pull out a common pattern of challenges that certain customer profile faces, it can help inform the product roadmap to decide either to build the necessary product capabilities or to decide to disqualify those opportunities. Either way, decisive action and clear communication one way or the other is critical.

1- Third-party integration: Identify if third-party tools or integrations can bridge the gap between your product's capabilities and the customer's needs. 2- Customize your product: You can customize or configure your product (especially software) to meet as many client's needs as possible. 3- Offer a Bundle Solution: Most of the time, you can increase your product capabilities by adding a couple of modules to your offer.