Implicating the Pain in MEDDPICC: The Key to Creating Urgency in Sales

Many are familiar with the I in MEDDPICC, but not everyone remembers what it stands for. In the modern sales environment, it isn’t enough to identify the pain – we need to implicate it!

In this episode of The MedMen Show, Andy and Pim review Implicating the Pain, and what details about it salespeople need to remember. To drive urgency with the customer, implicating the pain is a necessity. And to maintain that urgency, there needs to be a consistent implication of the pain. 

Correct implication of the pain takes skill – you need to show your customer the value you can provide without putting them on the defensive. To learn more about what you should remember when it comes to the Pain, make sure to check this episode out.

If you have any questions about Implicating Pain, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers! 

ABOUT The MedMen Show

MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.