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

by Whyte Mr Andy

For example: If a sales leader is looking to implement a sales qualification framework and is considering MEDDICC versus BANT, and I want them to buy this book, I would not criticize BANT. Instead, I would ask Trap-Setting Questions aimed at highlighting my strengths and BANT’s weaknesses. The questions may sound like: Me: “What are you doing to ensure you are qualifying your deals throughout their lifecycle?” Sales Leader: “We are not qualifying our deals very well at the moment, least of all throughout the lifecycle.” Me: “Ok, but if you do invest in implementing a qualification framework, will you want it to help you qualify throughout the entirety of your deal lifecycle?” Sales Leader: “Yes, definitely!” Me: “Do you mind if I add this as part of your Decision Criteria?” Sales Leader: “Please do.”