This week I would like to bring up the topic of purchasing software. If you are reading MEDDIC Mondays, you are most likely a seller. You have been on one side of the buying software equation, most likely hundreds of times. PAUSE. Think about It again; You have participated hundreds of times on one side of the buying software equation. Why is this important? Simple. Who you are selling to has probably, at best, participated in purchasing software, which is the other side of the buying software equation, just a few times.
You have been employed where you spend 100% of your time in the software purchasing realm. The people you sell to all have a primary job, and buying software is not one of them. One exception is procurement, but let's face it, they don't make the final decision. The people you sell to are not paid to buy software; they are not trained to buy software and don't have experience buying it. PAUSE. Think about it again; The people you sell to are not paid to buy software; they are not trained to buy software and don't have experience buying it.
Why is this important? It is important because it makes YOU the EXPERT! As a professional, you should guide them through this journey, teach them, and help them through the knowledge included in MEDDIC. It is just as crucial for whoever is purchasing the solution. You should empower your buyers to understand the following:
Their Pain
Their Metric
Their Decision Criteria
If they don't understand those, they are almost guaranteed to make a purchase that will not succeed. In every sales process you enter, remember you are the EXPERT. You must guide them and help them uncover their Pain, Metrics, and Decision Criteria. Help them uncover their Decision Process so that your Champion can win and look good in front of the Economic Buyer. If the project succeeds, the Champion wins, the Economic Buyer wins, and the Company wins. They depend on you to be the EXPERT.
This week I want you to think about how you can demonstrate to your prospect how YOU are an EXPERT in buying software. Next week we will give you ideas.
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