{"id":3405,"date":"2020-11-02T04:30:07","date_gmt":"2020-11-02T10:30:07","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=3405"},"modified":"2023-04-26T03:34:46","modified_gmt":"2023-04-26T08:34:46","slug":"sales-tip-653-meddpicc-series-identify-pain-david-weiss","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-653-meddpicc-series-identify-pain-david-weiss\/","title":{"rendered":"Sales Tip 653: MEDDPICC\u00ae Series (Identify Pain) – David Weiss"},"content":{"rendered":"

\"David“My tip for you on identifying pain is to understand the mind of your buyer.” – David Weiss in today’s Tip 653<\/p>\n

How do you identify pain?<\/strong><\/p>\n

Join the conversation below<\/a> and share your thoughts!<\/p>\n

David Weiss on LinkedIn<\/a>
\n641: MEDDPICC\u00ae Series (Metrics)<\/a>
\n643: MEDDPICC\u00ae Series (Economic Buyer)<\/a>
\n646: MEDDPICC\u00ae Series (Decision Process)<\/a>
\n648: MEDDPICC\u00ae Series (Decision Criteria)<\/a>
\n650: MEDDPICC\u00ae Series (Paper Process)<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today Outreach\u2019s David Weiss is back to continue his 9 part series on MEDDPICC\u00ae. Here he is:<\/p>\n

David Weiss: Good morning everyone out there in the Sales Success Community. This is David Weiss coming at you with another tip of the day. This one is around and as part of my MEDDPICC\u00ae Series around Identify Pain. So to me, this is one of the very first steps. A lot of people ask me, \u201cDavid, when should I use MEDDPICC\u00ae?\u201d And I should’ve addressed this earlier, but MEDDPICC\u00ae is not a process. A process is linear. MEDDPICC\u00ae is a checklist. So in your checklist, identify pain should be one of the first things you check off.<\/p>\n

And my tip for you on identifying pain is to understand the mind of your buyer. Have your pain, discovery, identification, questions, template it, listed out. You use them every single time. These are the questions you asked to figure these things out. And they are built by persona because a CEO cares about something different than a VP of HR. VP of sales cares about something different than a customer service person. A CFO cares about something different than a COO.<\/p>\n

So understand those things, understand the differences. Your solution, even though it’s being sold to somebody impacts and people care about how it impacts differently. So if you try and position a VP of HR talk track to a CFO, they’re going to be like, I don’t care about the touchy-feely. He’s not that saying that’s HR, love HR people, but they’re going to get care about how what’s the financial impact, VP, HR financial impact. It may resonate, but it won’t resonate as strong as it does with a CFO and with a customer service person, a sales based, you know, process may not resonate as well with a customer service based process.<\/p>\n

So you really need to understand what are the levers? How do you impact them? Who cares about them? What is the pain that you’re solving and who you’re solving it for and how are you solving for them and speak their language. So hopefully that’s helpful. If you haven’t mapped out this per buyer persona, that is my tip for you for identify pain. Thanks for listening!<\/p>\n

Scott Ingram: For more about David Weiss. Just click over to DailySales.Tips\/653<\/a> and we\u2019ll have some links for you there.<\/p>\n

Then be sure you\u2019re subscribed to the podcast so you don\u2019t miss the rest of the series and come on back tomorrow for another great sales tip. Thanks for listening!<\/p>\n

\n

MEDDPICC\u00ae<\/a> is a federally registered trademark of Darius Lahoutifard, exclusively
\nlicensed by MEDDIC Academy, and is being used with permission.<\/p>\n","protected":false},"excerpt":{"rendered":"

“My tip for you on identifying pain is to understand the mind of your buyer.” – David Weiss in today’s Tip 653 How do you identify pain? Join the conversation below and share your thoughts! 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