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

by Whyte Mr Andy

First Interaction Guidance Behave like a Consultant, not a Seller: This is easier said than done. The chances are, you have been waiting for the opportunity to engage with the Economic Buyer for a while and you don’t want to miss your chance to talk about how great your solution is. Hold that urge! Be consultative and don’t talk about your solution. Talk about the business objectives and outcomes they are trying to achieve. Aim to Win Credibility Early: Give industry examples to illustrate your points whilst also demonstrating your knowledge of their industry. There are two rich sources of information you can use to show your knowledge of their industry. The first is via reference points from your existing customers: What have you helped them solve? What results did they see? Which mutual connections do you have? Who can you introduce them to? The second is by referring to industry reports and analysis. Even better if you can highlight some industry benchmarks and standards and show how they compare. Ask Questions: By asking questions, you will not only uncover useful information but you will also separate yourself from the majority of Sellers who use this opportunity to pitch. Killer-Question: “Champion and I have built some Metrics which we think will measure the success of our solution, but before I show you ours, I’d love to get an idea from you of what you think would be a great indicator of this solution being a success for you?” The answer to this question is likely...