6 Questions That Could Transform Your Sales Performance 

If your sales figures aren’t meeting your expectations, it may be time to look for a new sales formula. One that could work well for your team is the MEDDIC sales methodology. 

Developed first in the 1990s, MEDDIC helps you to qualify your leads more effectively. Do this, and you can spend more time selling and less time on cold calling below-par prospects and wasting sales time on a shopping list of admin activities.

Ready to learn how to build a more productive sales team, enhanced with a proved sales process? Then read on.

What is the MEDDIC sales methodology?

MEDDIC is a process that helps you spend more time on the leads that are most likely to convert. It was created by Jack Napoli and Dick Dunkel specifically for the B2B market. Using it, they more than tripled sales in only four years. That’s impressive growth by anyone’s standards.

The acronym MEDDIC stands for:

Metrics: How will the solution offered impact the business?

Economic buyer: Who is the decision maker?

Decision criteria: How does the customer make their buying decisions (technical, vendor, and financial criteria)?

Decision process: How does the customer make the decision to purchase, and validate the purchase?

Identify pain: What are the customer’s objectives, and how do you reinforce the benefits of your solution?

Champion: Connect with the person most impacted by your solution, and use their influence to your advantage.

6 MEDDIC questions to propel your sales to new heights

Like all sales processes, MEDDIC must be learned and practiced to maximize results. However, you can get off to a flying start by answering six questions that will help your sales team to perfect the process and the pitches they make to customers.

  1. Metrics

Does the pitch offer solid and relatable metrics?

You should provide evidence of the benefits of your solution, demonstrating the metrics that matter to a lead. These might include efficiency, cost saving, increased sales, better margins, and so on. Answer the customer’s main question – ‘What’s in it for me?’.

  1. Economic buyer

This is the person who is usually responsible for the final buying decision. The question to ask here is:

Have we agreed the timeline and process for pitch to close?

  1. Decision criteria

Ask if you have laid the foundations to influence the criteria on which the buying decision is made.

For example, have you shown the value of time savings and how they will positively impact the customer’s employees, staff retention, and the bottom line? Consider every metric you have shown to the customer, to develop a set of criteria that they will find hard to reject.

  1. Decision process

Do you fully understand the customer’s decision-making process?

Consider that the customer may need to validate a buying decision according to technical and financial criteria. When dealing with larger customers, you may need to negotiate with two or more decision-makers – with one being responsible for the eventual tick that gets the sale over the line.

  1. Identify pain

Reaffirm the pain the customer is suffering, and thus ensure that it is considered critical enough to compel the change your solution provides. Dovetail the pain with the customer’s business objectives, to demonstrate how your solution reduces or eliminates pain and accelerates the customer toward their objectives. Ask yourself, what are you solving, and how urgent is it that the customer must have a solution?

  1. Champion

Is your champion the right champion?

Your champion should be bought into your solution. They should salivate at the prospect of finally having what you offer them. They will prove that they are the right person to be on your side by helping you select the right metrics to prove your solution, providing evidence that confirms the value of your solution, and put you in touch with the final decision maker.

MEDDIC could be the solution you need to propel your sales

I’ve got a few questions of my own for you:

  • What is it that your sales process is lacking?

  • Are you short in time, with an overloaded workbook?

  • Do you suffer from wasted resources and time chasing poor-quality leads?

  • Would a sales process that qualifies leads earlier and improves conversion rates help you achieve your business goals, improving your time management and sales revenues?

  • Can your business afford to limp along as it is now, or is it time to create a sales pipeline that is efficient, cost-effective, and pumps up your bottom line?

Now you’ve answered these questions, it’s time to take the next step. To learn more about the MEDDIC sales methodology and other tools, techniques, and strategies that could take your business to the next level, contact me today


Publish Date:12/18/2020 12:00:00 AM
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6 Questions That Could Transform Your Sales Performance 
If your sales figures aren’t meeting your expectations, it may be time to look for a new sales formula. One that could work well for your team is the MEDDIC sales methodology. 
Developed first in the 1990s, MEDDIC helps you to qualify your leads more effectively. Do this, and you can spend more time selling and less time on cold calling below-par prospects and wasting sales time on a shopping list of admin activities.
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