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The Power of Understanding a Deal
In this chapter, they discuss the importance of understanding what is happening in a deal and what still needs to be accomplished. They explain that they have created a checklist of about 90 questions, with 12 questions for each letter of the metric. Answering these questions gives them a thorough understanding of each letter and boosts their confidence in the deal. They emphasize that the MEDDPICC sales process is not linear and that they simply go through the list of questions, turning any 'no' answers into 'yes' to increase their chances of closing the deal.