Switching Solutions- A framework for Sales/Customer Success/Account Managers

Wouldn't it be great to have a framework that we can incorporate in our conversations/decks/meetings which helps clients to switch over to our solutions from some of our competitors?

?Victor Antonio talks about the META framework in his Sales influence podcast.

1. Money - Not the price of the product. Define the total cost of ownership
2. Effort - Talk about the effort from a group of people to deliver
3. Time - Impact on their own delivery or services. The timeline for you to implement the solution so their business is not impacted.
4. Adoption - How other clients are adopting your solutions and succeeding with them.
5. ER - Emotional risk involved in putting their name on the line. This is the most critical thing to address.

It helped me as I can go back to this framework every time faced with a similar situation.

Anything else that comes to your mind which one should keep in mind when entering such conversations?

Thanks for your time!

?#Sales #frameworks?