Who is the Economic Buyer? | MEDDIC | MEDDICC

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1. Meeting the ultimate decision maker (aka Economic Buyer) to secure a deal is nothing new. Experienced sales professionals will always seek to gain access to people high up enough in the org chart to secure their deal. “sales professionals still tend to take shortcuts with their sales strategy because it seems so much easier.” In my first year as sales manager, I got hit by a terrible quarter where I missed my forecast by almost 35%. As I analyzed the slipped deals with my team on what went wrong, it quickly became very clear. In 6 out of 7 deals that slipped or we lost, we had not met the Economic Buyer. However, in the deals that we had won, we managed to meet with 5 Economic Buyers out of the 6 opportunities.

   In Economic buyer identification

2. Many sales people feel really uncomfortable requesting for such a meeting because they are  afraid of getting a “NO” and putting the client off. “Trading in a “small” commitment such as organizing a meeting with the Economic Buyer to get a trial in return will be a no brainer if your Champion believes he can solve the pain with you.” 3. Use your own executives

   In Market-entry offer design

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