# How to Sell When the Prospect Wants an Off-the-Shelf Solution

Page: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-to-sell-when-the-prospect-wants-an-off-the-shelf-solution
Text version: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-to-sell-when-the-prospect-wants-an-off-the-shelf-solution.md
Podcast: [Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams](https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713)
Published: 2026-07-10T18:22:16+00:00
Episode link: https://audio.fexingo.com/business/sales-leadership/episode-0106.mp3
Audio file: https://audio.fexingo.com/business/sales-leadership/episode-0106.mp3
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Duration seconds: 444

## Resource

When a prospect says 'we just need something standard,' they're often signaling that they don't see your product's value—or they're afraid of the risk of customization. In this episode, Lucas and Luna break down a real case from a mid-market SaaS company that lost a $500K deal because the sales team kept pitching custom features instead of listening. Then they walk through the fix: a framework called 'Standard Plus One' that lets reps position a single tailored element as the differentiator. You'll learn the exact language to use when a prospect is price-shopping your solution against a generic alternative—and why the word 'standard' is actually a red flag for a misaligned sales conversation. #SalesLeadership #Business #SaaS #EnterpriseSales #SalesStrategy #ObjectionHandling #StandardPlusOne #SalesPsychology #ValueSelling #Customization #MidMarket #RevenueTeams #QuotaCarriers #SalesTraining #ConsultativeSelling #FexingoBusiness #BusinessPodcast #SalesTips Keep every episode free: buymeacoffee.com/fexingo

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