For anyone looking to master #Sales π see the MEDDPICC framework
A checklist of what you need to know, to do, and people you need to be friends with to win a deal
Key points for those in a hurry π
A checklist of what you need to know, to do, and people you need to be friends with to win a deal
Key points for those in a hurry π
1/
Metrics π
a) Convince prospects with real numbers to buy your product
b) Understand the financial impact of those levers today & show your prospects how your solution can move those levers tomorrow
c) Map every lever & the percentage of improvement your solution can bring
Metrics π
a) Convince prospects with real numbers to buy your product
b) Understand the financial impact of those levers today & show your prospects how your solution can move those levers tomorrow
c) Map every lever & the percentage of improvement your solution can bring
2/
Economic buyer π°
a) Identify who can spend money, who has budget, who can CREATE budget, and who can sign the contract
b) Meet this person early in the process and understand their vision
c) Don't ignore others, just ensure you share findings with your buyer
Economic buyer π°
a) Identify who can spend money, who has budget, who can CREATE budget, and who can sign the contract
b) Meet this person early in the process and understand their vision
c) Don't ignore others, just ensure you share findings with your buyer
3/
Decision criteria π€
a) Find out what features/functionality is on your prospectβs wish list: π¨know what gets your buyer excited π¨
b) βIf I could wave a magic wand, what would you want out of a new solution?β
c) Use this opportunity to call out product differentiation
Decision criteria π€
a) Find out what features/functionality is on your prospectβs wish list: π¨know what gets your buyer excited π¨
b) βIf I could wave a magic wand, what would you want out of a new solution?β
c) Use this opportunity to call out product differentiation
4/
Decision process π€
Understand your prospect's decision making process and agree a journey to walk together
Decision process π€
Understand your prospect's decision making process and agree a journey to walk together
5/
Paper process βοΈ
a) Understand how long your prospect's internal process takes, who is reviewing, and what the roadblocks are
b) Business process is not equal to legal process
Paper process βοΈ
a) Understand how long your prospect's internal process takes, who is reviewing, and what the roadblocks are
b) Business process is not equal to legal process
6/
Identify pain π€
a) Dig deep to understand the reasons behind a prospect's pain; don't settle for surface level answers
b) Don't present your solution or do a demo without identifying their pain
Identify pain π€
a) Dig deep to understand the reasons behind a prospect's pain; don't settle for surface level answers
b) Don't present your solution or do a demo without identifying their pain
7/
Champions π
Find your internal champion and foster the relationship to undercover the internal map to success
Champions π
Find your internal champion and foster the relationship to undercover the internal map to success
8/
Competition πββοΈ
a) Who are the competitors and how do you differentiate?
b) Focus on unbiased honesty when referring to competition pros and cons: always take the high road
Competition πββοΈ
a) Who are the competitors and how do you differentiate?
b) Focus on unbiased honesty when referring to competition pros and cons: always take the high road
β’ β’ β’
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