MEDDICC: The ultimate guide to staying one step ahead in the complex sale

by Whyte Mr Andy

The Reference-Based Price Condition When you refer to a customer and the successful results they have had from your solution, then use this to price condition by saying something along the lines of: “When ACME INC implemented our solution, they saw the lifetime value of their customers rise by 25%, which meant an additional $20m of annual revenue. The size of their deployment of our solution is similar to yours, and I am sure you wouldn’t mind paying us $500,000 a year if it meant you, too, could get an additional $20m of revenue, right?” The Casual Drop Price Condition When you have the opportunity to drop a number into the conversation subtly, you do so; only the number is a price set to raise their expectation of the cost. You could do this with a question, for example, you could be asking about the Decision Process and say something like: ”Do you have any varying authorization levels based on different cost amounts? For example, if our solution was to cost over $500,000, does it need to go through any additional decision-makers first?”