Tactics to Implicate the Pain Show a glimpse into the future Utopian state that your solution can provide. Use two-sided discovery to make the customer live in the moment of their pain Note: As MEDDICC is a qualification methodology, the purpose of The Three I’s Transition is to help you qualify whether you have Identified, Indicated, and Implicated the Pain. Just like the rest of MEDDICC, you should apply it over the top of a sales methodology.
