MEDDPICC sales: customers need you as much as you need them. 

In B2B sales, customers need you as much as you need them.
Unlike B2C, where clients may buy a "nice-to-have" product for pleasure, pride, fun, or other emotional or subjective reasons, in high-end B2B, clients buy to solve a problem that always impacts their bottom line.
They don't buy to please you either; they buy to solve a problem and become more profitable.
So don't beg. Unlike the adage, "Client is the King," this is not a master-slave relationship; it's a win-win relationship.
Darius Lahoutifard explains this in his conversation with Collin Stewart on the Predictable Revenue™ Inc. 's podcast.
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