Convert buyer pain into quantified impact using implication questions.
Do not paste ROI onto pain. Derive it from pain. Pain starts qualitative A buyer may begin with words like messy, slow, unreliable, manual, or risky. Treat those words as a doorway, not a metric. Implication finds the chain Ask what the pain causes, who is affected, how often it happens, and what gets delayed or lost. The chain converts frustration into consequence. Metrics make the case portable Once the buyer helps quantify the consequence, the value story can travel to the Economic Buyer. This is the MEDDIC move: turn discovered pain into measurable value. Need-Payoff tests the upside Ask…
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