How can pre-sales matching customer needs?

by provide the effective and efficient solution that address/fulfil the customer pains/needs.

Pre-Sales required to understand the requirement of the customer in order to provide the cost effective solution by providing the presentation to customer and explain the advantage of the products and providing appropriate BOQ and Technical Proposal. 

you have to make sure you have a standardised questionnaire that you apply to your clients pre presentation.. you make a call with the customer and you perform the discovery session by asking the related questions.. once done you customise your presentation materials and software to adapt to his requests.

by carefully reviewing the customer specifications and discussing his comments with customers directly and matching with the brands have and customers specs.