“We want people to make a change first, then make that change with us, and then we really want to understand when they’re going to make the change.” – David Weiss in today’s Tip 1151
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss, the master of MEDDPICC and the Head of Sales at LeaseUp. Here he is:
David Weiss: Hello everyone this is David Weiss and I’m coming at you with a sales tip around MEDDPICC, but it’s not going to be your typical one. So I was thinking last night and there’s kind of these like, archetypal frameworks and sales around a lot of our messaging. And one of them is all about ‘why change.’ Another one is kind of like ‘why you’ and then another one is like ‘when’, like the timing of the change. And the last one isn’t so much an archetypal as it is just a fundamental part of what we do when we try and get a deal. We want people to make a change first, then make that change with us, and then we really want to understand when they’re going to make the change.
So I was thinking about how this fits into MEDDPICC because I was launching my MEDDPICC Master Class and I wanted to think about we get inbound, we go outbound and we’re running deals all the time. But there are some letters of MEDDPICC that are more important than others based on the scenario. And I don’t think that people talk about that enough or at all. So I wanted to put a little bit of a framework around this.
So the ‘why change’ message. If you’re thinking about, “Hey, how do I get someone to make a change?” The areas of MEDDPICC and the components of your deal, really to me, center around Metrics. Am I building a business case? Economic buyer. Do I have a decision-maker, someone that can create budget because it’s a new change. It’s an unknown project. So we have to create budgets. So we need to find someone that can do that. So that’s the E in MEDDPICC. You need to understand and help them build decision criteria because they likely don’t have that today and need to help them think through that. And you need to help them really identify a key problem.
So to me, to get someone to change something, you first need to figure out; Hey, what’s the problem trying to solve? Then how are they going to solve it? Hopefully, with my solution, that’s the criteria. Then we need to find someone that is willing to solve it and can create budget, and then we need to work with them to justify that change overall.
So it’s not that the overall MEDDPICC isn’t important, but it is super, the M, the E, the Decision Criteria, and the Pain to me are the most important when you’re trying to help someone, just make a change. So if the business hasn’t committed to change, such as in maybe like an outbound sales process where you’re kind of starting the initiative. Focusing there is where we should start.
Now let’s flip that. Say someone came inbound to you. Well, the business case isn’t as important because they’ve already decided to make a change, and they’re likely already have justified it somewhere in some way shape, or form. It’s important for you to know? Yeah, but they’ve already kind of figured that out. Do you need an economic buyer? Well, it’d be good to get to them, but fundamentally, the business has already decided to make a change, and they’re now trying to figure who they should make that change with. The decision process isn’t as important. The problem they’re trying to solve is actually really important, but more for you to know. So you can align the right solution not to, again, drive the change.
So as you’re thinking about it, what’s really the most important things?
Well, the most important things are competition. So why you? Why are you different and better? And how can you differentiate versus the competition? Building Champions. Who can get in your corner and say, we want this vendor or this company to partner with? And then decision criteria in the sense of you really, really need to get good, like super deep on decision criteria on an inbound, more so than anything else, because what you want to understand is kind of the priorities, the nuances. And then from a competitive stance, how do you guys stack against those? Because if you do everything you’re looking for, you’ve got a good chance of winning. If you do some of the things you’re looking for, maybe you don’t. And then the other part of this is how can you then expand the pie? So you want these five things? Well, that’s cool. We also do these three other things. Are they important to you? Well, tell me more about them. And then you’re starting to create a moat around you and your solution because you’re expanding the pie of your decision criteria.
So to me, those are the most important things. And then, yeah, of course, I want to know every other part of MEDDPICC to make sure I don’t have any gaps in my deal. But there’s a fundamental difference in the approach for outbound versus inbound and how you look at MEDDPICC to do those things. And then lastly, when is someone going to make the deal or when is someone going to sign the deal? The timeline. To me, those components are all made up of decision process and paper process. And by nailing those two things, you can really figure out when you’re getting this deal.
So hopefully that’s helpful and maybe a slightly different way of looking at MEDDPICC because it’s changing. Maybe the upfront approach here where if you’re looking at it and you’re getting an inbound. Man, really, really focus on why they’re calling you. What is that decision criteria? Who can you quickly find the business to turn into Champions based on the problems you discover? And then how can you create a wide moat around yourself from a competitive perspective? And then if you’re trying to drive a change it’s all about the problem you’re solving, quantifying the problem, finding someone that cares about it, that can create the budget for your great idea. And those are the M, E, and the I of MEDDPICC.
So hopefully that was helpful, let me know your thoughts on it and that is my tip of the day and by the way just launch my MEDDPICC Master Class. Go check it out MEDDPICC, M-E-D-D-P-I-C-C Sales, MEDDPICCSales.com. Thanks for listening everybody and if you need anything hit me up on LinkedIn. Happy to help. Thanks, everybody.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!