30 Minutes to President's Club | No-Nonsense Sales #97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
Feb 16, 2022
In this discussion, Andy Whyte, Founder of MEDDICC™, presents valuable insights on the MEDDICC sales qualification framework. He emphasizes the need to engage with clients by asking when they last made a purchase, and the importance of getting executives involved in high-stakes conversations. Andy reveals how demonstrating thorough research early on can significantly boost deal closure rates. Strategies for navigating customer engagement and managing sales pipelines are also highlighted, making this a must-listen for sales professionals.
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Uncover Hidden Insights
- Ask customers about their last purchase of a similar solution.
- This helps uncover hidden insights into their decision-making process.
Qualify Out
- Don't hesitate to politely question a deal's priority if it seems stalled.
- This can either save you time or re-engage the customer.
Articulate Value Clearly
- When articulating value, repeatedly ask "So what?" to ensure clarity.
- Fully explain the benefits, avoiding assumptions about customer knowledge.