The Audible-Ready Sales Podcast Key Questions to Ask in Every Deal
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Jul 2, 2024 Sales expert John Kaplan discusses key questions for deal qualification: Do we belong in the deal? What are our strengths and weaknesses? Steps to move deal forward efficiently. Emphasis on MedPIC, value frameworks, and discipline in sales. Importance of deal fit, ideal customer profile, and Medic/MedPIC. Tools like MEDIC for organization qualification processes.
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Assess If You Belong In Deal
- Always ask if you truly belong in the deal by checking deal fit and ideal customer profile.
- Also evaluate the size and urgency of the customer's business problem before pursuing.
Pipeline Limits Quality Qualification
- People cling to deals without sufficient pipeline alternatives, causing poor qualification decisions.
- Limited pipeline breeds overlooking basic qualification questions and rushing deals.
Use MEDDPICC To Spot Strengths
- Evaluate where a deal is strong or weak using qualification criteria like MEDDPICC.
- Focus especially on decision criteria relevance and alignment with key personas like champions and economic buyers.