Masters of MEDDICC - MEDDPICC as a Game-Changer with David Weiss - Episode #13
Aug 15, 2023
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David Weiss, CRO at Sales Collective, shares his experience with MEDDPICC and its impact on his sales career. They discuss the power of understanding a deal through a checklist of 90 questions. They also explore challenges and tactics in door-to-door sales and the value of being brave and prepared. The effectiveness of the 'Faces of Discovery' play and the qualities of confidence and mental manipulation are also explored.
MedDPICC methodology can transform sales by identifying gaps and driving successful outcomes.
MedDPICC is a versatile approach that can be applied in various sales scenarios, from B2B to door-to-door and low-complexity sales.
Using MedPIC as a common language in sales can foster cohesive conversations and accelerate trust and credibility with customers.
Deep dives
The Power of Medpick
The speaker shares their personal experience with Medpick, a methodology that helped them achieve significant success in their deals. They emphasize the value of Medpick in identifying gaps and taking action to close them, leading to increased revenue and professional growth.
Applying Medpick in Different Sales Situations
The speaker highlights the versatility of Medpick by illustrating its application in various sales scenarios. They demonstrate how Medpick can be used in door-to-door sales, B2B sales, and even low-complexity sales like selling pest control services. The examples show that Medpick can effectively guide salespeople in identifying customer pain points, understanding decision criteria, and driving successful outcomes.
Challenging the Myths of Medpick
The speaker addresses common misconceptions about Medpick, such as the belief that it follows a linear sales process or is only applicable to certain sales contexts. They debunk these myths by explaining that Medpick is adaptable and can be integrated into any sales situation. The speaker emphasizes the importance of understanding the true value of Medpick and its ability to uncover gaps and drive success in sales engagements.
Using MedPIC as a Common Language
The podcast episode discusses the value of using MedPIC as a common language in professional selling. MedPIC focuses on three key elements: value, stakeholders, and process. By using MedPIC, sales teams can have cohesive and efficient conversations about these elements. The episode emphasizes the importance of establishing a common language within sales teams and how it can benefit not only the sales process but also the entire go-to-market strategy. The guest speaker shares personal experiences and insights about the power of the common language and how it accelerates trust and credibility with customers.
The Faces of Discovery Play
The podcast highlights the effectiveness of the Faces of Discovery play as a valuable tactic in sales. The play involves extensive preparation before a meeting, including research on the individual, the business, the persona, and the problems they are likely facing. The salesperson creates a hypothesis and presents it on a slide to the prospect. By demonstrating investment of time and personalized research, trust and credibility are established. The prospect is invited to correct or provide further insights on the hypothesis, allowing for a hyper-efficient and impactful conversation. The episode emphasizes the importance of effective preparation and the benefits of earning the right to explore customer challenges through insightful research.
In this Masters of MEDDIC episode, MEDDICC CEO Andy Whyte sat down with David Weiss to uncover how MEDDPICC utterly transformed the way he sells and why he teaches it to as many people as possible (including people knocking on his door to sell pest control services!).
David Weiss has 20 years of experience as a sales leader, and is currently CRO at Sales Collective, a company dedicated to sales transformation. There, he pursues his passion for finding challenges people face and working with them to solve it.
Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales.
Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.
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