Prepare a justified hypothesis
Identify which similarity matters. Industry, working practices and needs may be more relevant than comparable turnover.
Choose one category for discussion. A long list of missing products is unhelpful if the salesperson cannot explain the problem each might solve.
Ask about the current situation
Explore how the customer performs the task, the solution used and any difficulties. They may have a good reason for another approach or not perform that work at all.
Let the discussion revise the hypothesis. Where no need exists, record why, so the next contact does not repeat the same suggestion without new evidence.
Define the offer afterwards
A confirmed application may justify specifications, further requirements or a proposal. The action should follow the agreement rather than the gap alone.
For a team leader, the question is whether data improves conversations. CRM links purchase comparisons with contact history, supporting justified relationship development rather than attempting to give every customer an identical basket regardless of their actual work.