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

by Whyte Mr Andy

Finish Strong One of the highest stakes moments in enterprise sales is the conclusion of the first call. The call may represent the amalgamation of hours of work trying to get the customer interested. Depending on how you finish the call will determine whether all those hours of research and preparation was worthwhile. Can you achieve the next steps you want? The good news is that if you have adequately prepared, you will have readied yourself for this moment and should be prepared to obtain the next step you desire. However, one thing to be conscious of is that if you ask your customer what they think the next steps should be, they are likely to stop, think, and contemplate the circumstances and then formulate an answer. As you may not have had a chance to build trust with your customer at this point, customers often retreat to the safety of taking the decision offline. They will say: ”We’ll debrief internally and get back to you on what we think the next steps should be. Are you able to send us the deck?” This is not a good outcome as you will have lost the initiative and your deal is now in the hands of your customer. Instead, try using this hack from former FBI Negotiator Chris Voss, who says that you should simply say: “It seems like you might have some next steps in mind?”