After meeting the client · Scenario 05
After the demo the customer says "not bad" — are they really validating?
After the demo, the client says "that's great" — did this meeting turn "liking it" into a validation arrangement? After meeting the client, hand the recording or dictation to the system, and it checks the validation steps: is the validation scope defined, who will validate, when, and what criteria count as passing. Anything undefined gets followed up with you, recorded, and reminded at the next meeting.
At the last demo, the customer said "looks good" on the spot. This time you met for an hour and talked about everything else. The customer said "we'll discuss it internally," but not a word was said about who would validate, when, or what results they would look at.
Sales (verbal): "Talked for another hour today, and the customer still says 'we'll discuss it internally.' I asked if they wanted to run through a real scenario, and they said 'we'll see when the time comes.'"
System: "Validation step not confirmed: scope, timeline and criteria are all missing. Per MEDDIC, liking the demo is only a signal; evidence comes from the customer testing it in a real scenario. Logged — the first thing to nail down at the next meeting is the validation arrangement."
The system checks the conversation according to MEDDIC's validation step: has the customer turned recognition into an executable validation arrangement (scope, people, time, pass criteria). If there is only "sounds good" with no arrangement, that is a missing step, which goes into the follow-up question list and is recorded.
Validation plan An arrangement for customers to test the solution in their own scenarios, not a demo
Record or dictate, hand it to the system
Scope, who validates, when, and what criteria count as passing
"Internal discussion" → "Run through it with a real scenario and give a conclusion on Thursday"
Unconfirmed items are recorded and reminded at the next meeting
Demo heat becomes validation progress, no longer relying on waiting
Validation arrangements and conclusions go into the customer record
Managers can tell which deals are truly being validated and which are stuck at "demoed"
The client says they need to discuss internally — how do you lock down validation?
The system breaks the validation step into confirmable questions: run it with real scenarios, who participates, when to review results. Bring these questions to the next meeting, and the client can no longer say "we'll deal with it later."
Who writes the validation plan?
The system provides the structure; the customer confirms the scope and criteria. Have any deals gone quiet after a demo? Add me on WeChat and tell me about them.
Where is your team stuck?
How many deals have gone quiet after the demo? Send me the situation, and we'll look at how to nail down the validation step.
When adding, note your industry or the step you need to improve, so we can match the context directly