Episode 3.4 Tailor the Recommendation to the Customer

In this episode of Selling That Solves Problems, Dr. Derek, Becca Voss, Maya Patel, and Carla Briggs explain how professional salespeople tailor recommendations to the customer’s needs, decision criteria, risk concerns, communication style, expertise level, and buying process. Students learn why the same product may create different value for different customers and how to avoid generic pitches by connecting recommendations directly to what the customer said during discovery.