Podcast episode
Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
30 Minutes to President's Club16 Feb 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask about the last time they bought something before asking for buying process. Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore. Get your execs involved when dealing with the buyer’s executive team. Demonstrate the research you’ve done EARLY in the sales cycle. PATH TO PRESIDENT’S CLUB Founder MEDDICC™ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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weeks to do. It's going to take our team three weeks to review when you get back and all of a sudden, just from that one little hack, you found out something that's going to give you insight into something that if you'd asked them outright, you'd never normally find out. So that's the first one. Second one is the qualify out for two reasons. The first is if you go to qualify out, and by the way, when I'm talking about qualifying “out, I'm talking about having a polite conversation with the customer that says, hey, this doesn't” feel like this is a priority for you guys right now. It's as simple as that. We're not doing anything other than just kind of calling that out. One of two things happens. The first is the customer will agree with you. They'll say, actually, you know what, Armand, you're right. This is not top of our priority list right now, but we've really felt this has been a great engagement.
feel like this is a priority for you guys right now. It's as simple as that. We're not doing anything other than just kind of calling that out. One of two things happens. The first is the customer will agree with you. They'll say, actually, you know what, Armand, you're right. This is not top of our priority list right now, but we've really felt this has been a great engagement. “Let's touch base in six months, which is a good outcome, right?” It's a good outcome. It's saved you a load of heartache, both yourself and then reporting up the chain with forecasting and all that sort of stuff. The second thing that happens is the customer won't let you qualify out. They'll turn around and say, whoa, whoa, hang on a minute, no, no, don't, no. We are genuinely interested. We're sorry if we gave you the impression we weren't.
is a generally known philosophy around forecasting, qualification, and just generally a deal dynamic so that you make sure that if you think a deal is going to come through, you really know it's going to come through. The eight letters in MEDDICC are metrics, economic “buyer, so someone who can approve the budget, decision criteria, which is what are the technical” and business requirements, the decision process, right? How did they actually go about making a decision internally, the paper process, think red lines, things of that sort, the identified pain, the champion, and then the competition. So those are your eight letters.
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