“If MEDDPICC was a sales process, it would be implicate pain, tie those to a metric, build the right solution around to solve those things, then use that to differentiate.” – David Weiss in today’s Tip 1756
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The MEDDPICC® Sales Process – David Weiss
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Transcript
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. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:
David Weiss: What’s up, everybody? David Weiss here. One of the questions and misconceptions that I often hear about MEDDIC or MEDDPICC is that it’s a sales process. I don’t want to MEDDPIC my clients to death, or this is a process, and it doesn’t make sense, and I don’t want to follow it, and all of those things. It’s not, folks. MEDDPICC is not a sales process. However, if MEDDPICC was a sales process, you want to know the order of operations. For outbound sales, it would be implicate pain. If you can’t implicate pain, full stop, you need to go backwards. Implicating pain is tying it all the way down to a metric level. And guess what happens when you implicate pain? You find metrics, you find root causes of problems, and you find that if you move that problem, improve that problem by a certain amount, business would get certain outcomes. And what were those outcomes and the end result of those, that’s metrics. And then when you have a problem really well identified, you can figure out how to solve it. That’s decision criteria. And when you create a really good solution, you can differentiate it against competition in a unique way. That’s competition.
And then when you’ve done those things, a champion will take notice. A champion will raise their hand and say, I believe in your solution because it’s going to help me solve these metric-based problems, improve my business in these ways, and I see why you’re competitively differentiated. And you know what happens when a champion gets fired up and passionate about something and goes and fights for it? An economic buyer takes notice. And when an economic buyer takes notice, then you can get them involved in your cycle and guess what? A decision process will happen. They’ll choose to go with you or they won’t. But if they do, you’ll be able to figure out how. And a decision process will take place. And when a decision process takes place, eventually it leads to some level of contracting. And that’s paper process.
So folks, if MEDDPICC was a sales process, it would be implicate pain, tie those to a metric, build the right solution around to solve those things, then use that to differentiate. Then a champion will take notice, an economic buyer will, then a decision process can happen, and a paper process can happen. So remember, MEDDPICC is not a sales process, but if it were, it would look like that.
Scott Ingram: For links to connect with David and learn more about him, The Sales Collective, DealDoc, and for a link to David doing a complete walkthrough of MEDDPICC in 5 minutes, just click over to DailySales.Tips/1756. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!