“Your job is to understand their decision criteria.” – David Weiss in today’s Tip 648
How about you? Do you understand your customer decision criteria?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Outreach’s David Weiss is back to continue his 9 part series on MEDDPICC. Here he is:
David Weiss: Morning everyone out there in the Sales Success Community. This is David Weiss with a continuation of my MEDDPICC Series. Today is Decision Criteria. So decision criteria, essentially the wishlist that your customer, potential customer has for a solution they’re looking for that, in theory, aligns to what you sell. So your job is to understand their decision criteria. So I guess my tip for you is do you have and have you built a pre-designed discovery template that is, has all the questions that you want to ask to do good discovery and really identify all the things that you can help with. Have you written that down in a logical order? And that can be every question from, “Hey, why’d you decide to take my call today to every point about your solution.”
So literally scripted out, like it’s a conversation and that’s your initial meeting and discovery decision criteria template, and everyone uses it and it was built together and you refine it together. And that is your line of questioning in the natural order that it would go in. This will help new people ramp up. This’ll help season people make sure they don’t forget anything. And it will allow you to understand what’s really important? What moves the needle? What questions do we ask? And it also will help, Oh, by the way, during implementation. And it will also help your customer success people because they, you can just share the template and they will know all the things that the person wanted out of your solution. So it’s gonna help with all those things.
Then have we mapped every impact area that we help with, with customer stories, to the questions that we ask. So when someone says I’d like this out of a solution, you can quickly say, “Great, what’s your current metric around that?” And, “Oh, let me tell you a story of how we’ve helped, and what do you think the impact would be?” So make sure you align those two things.
And then lastly do this by buyer persona. So if you’re talking to one type of title, one type of person in a business that should look like a different type of discovery because they have different problems and they care about different things, then somebody else, and what I’ve seen organizations do. And it’s kind of a phase one of this, as they build one discovery template for all people, you really want to get good at decision criteria. You really want to nail this step, build it by persona as well. So hopefully that was helpful. Thank you all for listening and talk to you later!
Then be sure you’re subscribed to the podcast so you don’t miss the rest of the series and come on back tomorrow for another great sales tip. Thanks for listening!