How MEDDICC Helps Implicate The Pain

The meaning of Implicate the Pain in MEDDICC means you have put forward the way your solution can help solve a problem a business is having, and they are fully aware of all the net positives that it entails.

MEDDICC helps sales professionals implicate the pain in various ways, but mainly through the qualification, identification and guidance, it can provide. The framework allows elite sellers to put pain into three different categories; financial pain (where the organization is losing out on revenue), efficiency pain (where the organization is not maximizing efficiency), and people pain (where the organization is having people problems). Simply put, if you don’t find enough pain your deal is on the fast track to lose. Either to your competition or to inertia.

Related Links:

The higher the pain, the higher the value, the higher the priority.

MEDDICC split pain into three types, firstly identify the pain to the business, showing case studies of similar issues with different clients or standing in the customer's shoes to talk about the pain. The next stage would be to indicate the pain, which could be done by stating in black and white how much the pain is costing the business.

The next stage would be to Implicate the pain, and this would be done through two processes. Firstly, you can paint the client a picture of a world where their pain is solved by your solution. This can be inversed and you can use two-sided discovery to put their customer through their pain point so the message is driven home. Unless you are at i3 you should feel like you have some work to do.

Implicating pain throughout the sales process is crucial. Without this step, the chances of you progressing the deal to the end stages are very low. Ideally, you do it in the early stages, as this creates a streamlined process towards the end of the deal. The customer will be fully aware of the pain and how your solution can cure it. By the end stages and the crucial moments, they will fully understand how your solution differs from competitors in the way it can get rid of their pain, and this is done by constant implication of the pain from the start to finish of the deal.

Comments

Post a Comment

Popular posts from this blog

Know and Learn How to Build Trust in the Sales Process

People only purchase from vendors they are confident in. Therefore, it will be very difficult to close sales unless you build customer relationships that are founded on trust and a genuine desire to help. Trust is just as essential to sales as other factors like quality, quantity, responsiveness, price, et cetera. It is no wonder existing customer connections will be shaky, and new customers will be hesitant to do business with you in the absence of trust. They will most likely be receptive to other vendors where they may build confidence in the relationship. Earning your consumers' confidence and trust is essential for effective acquisition and retention in sales. Do you think there is a trust issue in your sales process? Don't worry; we've listed the key methods excellent salesmen employ to gain the confidence of their clients. So, let us get started with the topic of discussion; how to build trust in sales . Keeping Accuracy and Transparency with Your Customers Remember,...
Read more

Understanding the Importance of Sales Qualification in Today's Market

Sales qualification is crucial in today's dynamic and competitive business landscape. By effectively qualifying leads and prospects, sales professionals can streamline their efforts, maximize productivity, and build stronger customer relationships.  This blog post will delve into the significance of sales qualification and its advantages, highlighting why it is essential for success in the modern market. Advantages of Sales Qualification One of the key advantages of sales qualification is increased efficiency. By prioritizing efforts on qualified leads, sales professionals can prioritize their time and resources on prospects with a higher conversion likelihood. This provides for improved time management, sales productivity improvements, and higher returns on investment. Improved customer relationships are another benefit. By thoroughly understanding a prospect's needs and challenges during qualification, sales teams can tailor tailored solutions and personal experiences that en...
Read more

Customising Your Approach: Tailoring Sales Qualification Frameworks to Your Business Needs

Image
To gain consistently high-quality leads and maximise conversion rates, a well-structured sales qualification framework is an incredibly strategic asset which can empower sales teams and ultimately increase revenue.  If you choose to team up with a leading Meddic partner, who specialises in the Meddic approach you’ll gain the best possible advantage and be able to leverage the Meddic approach to get the best value, and the best results. With expert help in place from specialised professionals who know Meddic inside out, you’ll be able to work to a carefully designed plan which has been tailored to incorporate the way in which your business is structured, along with your specific aims and ambitions.  With the right sales methodology in place, and by following it carefully and measuring progress as you go, your strategic Medic partner will carefully structure your sales qualification framework, to ensure that your sales qualification process is watertight. If you are not alread...
Read more