The MEDDIC methodology
Component Objectif Example Questions
Metric Find out—in quantifiable terms—what your customer hopes to achieve from your solution. This will help you describe the tangible economic benefits of your product or service. What is your current business goal? Which key performance indicators (KPIs) are you using to measure this goal?
Economic Buyer Learn who makes the buying decisions in the company. Do your best to talk to this person directly. If that’s not possible, try to find out from your contact about this person’s expectations, personal metrics, and decision-making process. Who makes the buying decisions in your company? How can we best engage [the Economic Buyer] to address their priorities?
Decision Criteria Find out what criteria the company and buyer use when making decisions. Use their answer to tailor your messaging. What are the most important factors you consider when making a taiwan cp number purchasing decision? Do you have the budget for this type of product/service?
Decision Process Discover the company’s decision-making process, including how decisions are made and typical timelines. This lets you know exactly what to expect in the sales process, and you’re less likely to lose a sale due to stagnation. Could you walk me through your decision-making process?What’s your typical timeline for making a purchase decision like this?
Identify Pain Find out how the prospect is suffering without your solution. Try to get as specific as possible when identifying how they’re experiencing their pain. Could you provide examples of how this problem has affected your operations?What would happen if you were unable to solve this problem?
Champion Identify an influential individual from within the prospect’s company who supports your solution. This person will champion your solution to help persuade your prospect. Who will benefit most from our solution? Can this person influence the buying process?
The pros and cons of using the MEDDIC sales methodology
While the MEDDIC method is a time-tested sales qualification framework, it has both advantages as well as disadvantages. It helps to examine both to decide if it’s a methodology you want to use in your business.
Ease-of-use: This process is simple to understand and simple enough for entry-level sales reps to use.
Collect valuable customer data: If you’re using a CRM in your sales process (which we recommend), then the MEDDIC methodology will help reps collect data they can enter into your CRM. The data you gather will be valuable for reporting and sales forecasts.
Boosts revenue: The framework filters for better quality prospects, which means you will likely get a higher sales rate.
A few reasons why some sales teams may hesitate about using the MEDDIC process include:
Time-consuming: The number of qualification questions required in this process means that your reps will spend more time talking to prospects, some of which may not lead to a sale.
Requires extensive note-taking: Since this method requires reps to ask many detailed questions and log the answers they receive, you need to make sure that you have a reliable platform, like a CRM, to keep track of your prospect notes and documentation.
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