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        Before diving into the MEDDIC sales process itself, you first need to confirm several basic details regarding yourself, your supervisor/manager, and the potential customer in question.


        Now that you've confirmed basic details, it's time to get to the nitty-gritty and begin the first part of MEDDIC, 东方视频m东方视频etrics.

        The 东方视频m东方视频etrics part of the sales process is where you'll find out the benefits your solution could provide the potential customer — for instance, higher ROI or an increased % of saved costs.

        You can then use those metrics to bolster your sales pitch if the potential customer moves through your sales pipeline. (And, afterward, you'll want to use this Closing the Sale Checklist.)


        东方视频Write down the metric-related answers.东方视频

        Once you've asked the potential customer metric-related questions, it's time to 东方视频write down the metric-related answers they gave东方视频.

        For instance, if they said "Implementing your solution could result in X% higher ROI and a Y% increase in 东方视频saved costs", write that information down 东方视频in the box below东方视频.

        Doing so will not only help to ensure your solution is a good fit for the potential customer, but that you can sell the solution in a way that truly appeals to them due to the quantifiable gains. 


        东方视频Find out who the economic buyer is.东方视频

        The first step in this section is to 东方视频find out 东方视频who东方视频 the economic buyer东方视频 for the potential customer is.

        To do this, you can either directly ask your main contact or do some digging around LinkedIn and other public pages.

        Once you've found out the economic buyer's name, 东方视频write the name in the text box below东方视频.

        Then, 东方视频confirm if it's possible to talk to them东方视频 directly. The answer you choose will cause the next task to dynamically adapt to your needs, thanks to 东方视频conditional logic.


        东方视频Confirm the wants & needs of the economic buyer.东方视频

        In the previous task, you said that it wasn't possible to communicate directly with the economic buyer. This can often be the case as the economic buyers are usually busy people.

        However, you can still 东方视频find out information about the economic buyer and their needs东方视频 by asking your main contact instead.

        东方视频Ask them questions东方视频, such as:

          • 1
            What's the economic buyer's vision for using our solution? And what does a successful outcome look like?
          • 2
            What are the economic buyer's current pain points?
          • 3
            Is there anyone else involved with the final-stage buying process apart from the economic buyer?

          After you've gathered this information, 东方视频write down your notes below东方视频.

          Edit this template to replace the questions about the economic buyer and their wants and wishes in the subchecklist above.


          东方视频Ask about the potential customer's decision criteria.东方视频

          To 东方视频understand the potential customer's decision criteria东方视频, all you need to do is ask — albeit in a gentler, not as obvious way.

          David Weiss advocates for 东方视频asking questions东方视频 (which, again, have been pulled from his Saleshacker article) 东方视频such as东方视频:

          • 1
            "If I could wave a magic wand, what would you want out of a new solution?"
          • 2
            "If you had a wishlist for your new solution, what would be on it?"

          Asking questions such as these allows you to figure out if your solution and its features align with the potential customer's decision criteria.

          If you have a set of decision criteria questions you and your team prefer to ask, edit this template and replace the text in the above subchecklist.


          The second 东方视频d东方视频东方视频 东方视频in MEDDIC stands for 东方视频d东方视频ecision process. It's here where you'll find out what the potential customer's decision-making process when contemplating a solution is.

          The information you'll find out by completing the following tasks will not only help you walk with the potential customer through a sale (if it looks like they should be sold to), but it'll also help you move the 东方视频sales process along if it stalls at any point.


          东方视频Confirm the potential customer's decision-making process.东方视频

          Once the questions in the previous task have been answered, 东方视频write down your notes东方视频 about their decision-making process in the 东方视频below text box东方视频.


          东方视频Identify the potential customer's pain points.东方视频

          From talking to your main contact — and especially the economic buyer — you should, by now, have a strong idea of the 东方视频specific pains points东方视频 the potential customer is currently facing.

          For instance, a particular pain point could be slow production, or it could be poor revenue.

          If you need to ask any additional questions to uncover pain points, read this HubSpot article first.

          东方视频Write东方视频 东方视频down the potential customer's pain points below东方视频. 



          Now you'll want to think about all 东方视频the ways your solution will help to tackle东方视频, ease, and even eradicate the potential customer's 东方视频pain points东方视频.

          东方视频Write down how below. 东方视频

          Doing so will help your sales pitch become even stronger if the potential customer is, indeed, put through the sales pipeline.


          东方视频Find your champion who's employed by the potential customer.东方视频

          Now's the time to find that all-important champion.

          To find them, David Weiss suggests asking yourself the following three questions:

          • 1
            "Who has the most to gain by the change?"
          • 2
            "Who is the end-user that is getting the biggest benefits?"
          • 3
            "Who is leaning in and giving all the verbal cues in your presentations?"

          The person you thought of when asking yourself the above questions is the person who's going to be your champion.

          If your team asks themselves another set of questions to figure out who the champion is, edit this template and replace the text in the subchecklist.


          That's the MEDDIC sales process over. All that's left to do is to approve or reject the potential customer's progression to the sales pipeline. Approving them means they should go through the rest of the sales pipeline. Rejecting means they shouldn't.

          Your supervisor should now take over the checklist and be the one who completes the upcoming approval task. Having their input will be especially useful as they could bring in a different perspective.

          Learn more about approvals and approval tasks by watching the video below.