Earn the Client’s Time and Attention

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We cannot sell our software solution without a good value proposition. One prerequisite is to understand the issues (or “pain” in MEDDIC terminology) our client is facing and the negative consequences. But, why would the clients openly share their problems with us?

Challenge

A survey conducted with clients, showed they consider sales reps are not always well prepared for meetings. The clients mentioned:

• Some reps were not knowledgeable enough on the client’s industry.
• Some reps were not prepared to answer their questions.
• Some reps did not understand the client’s issues.
• Some reps did not have relevant case studies.
• Some reps were not even knowledgeable on their own company…

Clients are also overloaded (more calls, emails, webinars, meetings, etc.).

Earn our client’s time and attention

We cannot take our credibility for granted, so we need to earn the right to work with the client by performing preliminary researches to understand:

• The client’s business and goals.
• The client’s problems or issues (or the client industry problems).
• Find examples where our solutions contributed to the attainment of similar goals, solving similar issues.

“Before anything else, preparation is the key to success.” – Alexander Graham Bell