How to position Sidra with your customers!
- torreydiroberto
- Sep 18, 2025
- 1 min read
New York Takeaway: Sell the meeting not the service.
During our Sidra U.S. tour stop in New York, one question stood out for McKesson reps: how do reps bring up Sidra with their customers?
The answer: focus on selling the meeting with Sidra—not the services.
It’s natural to want to lead with everything Sidra can provide. But in reality, the first objective is simply to earn a meaningful conversation. That meeting is the entry point. Without it, the details never land.
Here’s what that looks like in practice:
Position the meeting as the value. Stress that Sidra can uncover opportunities they won’t see otherwise.
Don’t overload upfront. Avoid diving into every solution.
Create curiosity. Give just enough insight so the client wants to learn more.
Once the meeting is secured, Sidra brings the full scope of our expertise—real estate strategy, cost savings, and portfolio optimization. But it all starts with the meeting.
LET'S GO McK!!!
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