6 Questions That Could Transform Your Sales Performance 

You may have heard of the MEDDIC sales methodology. If you haven’t and your sales figures have stagnated or just aren’t growing fast enough, then you’re going to love this article.

Developed in the 1990s, the MEDDIC sales process helps you to qualify your leads more effectively. And when you do this, you get to spend more time selling and less time on frustrating cold calling. And all that shopping list of admin activities that also eat into your sales time will be a thing of the past, too.

Sounds too good to be true, doesn’t it?

It really isn’t. When you put the MEDDIC sales process into action, the results can be astounding. It’s a proven process that helps you build a way more effective, efficient, and productive sales team.

In the next three or four minutes’ reading time, you’ll learn all you need to know about the MEDDIC sales methodology to get you started on the road to a massive sales boost.

What is the MEDDIC sales methodology?

The MEDDIC sales methodology is a six-step process in which you target a customer’s needs, and develop high-level messages for those needs, gather feedback, and present an offer to the customer based on that feedback.

It’s a sales process that allows you to spend more time on the leads that are most likely to convert. MEDDIC sales were created by Napoli and 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 MEDDIC sales process is built on the following premises:

  • People have an underlying need and want on an unconscious level 

  • People operate primarily with emotion, not logic

  • People prefer to interact with other people, not machines 

  • People answer questions based on what benefits they receive or will get

What does the MEDDIC acronym stand for?

The MEDDIC acronym aptly describes the MEDDIC sales methodology and provides the starting point for the MEDDIC sales questions that could transform your sales.

Here’s what the MEDDIC acronym stands for:

Metrics: How will the solution offer to 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 sales 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 MEDDIC sales 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 on the timeline and process for the 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 their 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 putting you in touch with the final decision-maker.

MEDDIC could be the solution you need to propel your sales

Meddic is a sales process that can be used by any business that needs help with its sales and conversion rates. It’s also applicable across different industries including personal finance, travel, car dealerships, real estate brokers, and more.

It’s easy to use and can be customized for businesses of all sizes to get started. Following the MEDDIC sales methodology, you will find it easier to convert leads into appointments, and appointments into sales. It’s a framework that helps you to expertly bridge between what customers are looking for and what you are providing. Get good at this sales technique, and you will excel in sales.

Before you get started, 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 
You may have heard of the MEDDIC sales methodology. If you haven’t and your sales figures have stagnated or just aren’t growing fast enough, then you’re going to love this article.
Developed in the 1990s, the MEDDIC sales process helps you to qualify your leads more effectively. And when you do this, you get to spend more time selling and less time on frustrating cold calling. And all that shopping list of admin ac…

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