1. THE MEDDIC QUALIFICATION CHECKLIST
Did you ever give a thought why pilots go through rigorous checklists before they start the engines and take off? That’s right, they have to be 99.9% sure they are setup for success, as even small issues could have big impact. Once they’re airborne, there’s no option for failure.
Similar to a pilot, MEDDIC gives you a checklist for every sales stage, giving you a health check for flying a deal to closure. Just like a pilot, you’ll be able to quickly understand your chances of landing successfully, and might even consider to step back and take another plane. While the pilot saves a lot of lives, we in sales save a lot of very precious time by planning to recover early to succeed in the end and close more deals.
2. COMMON LANGUAGE
When you watch Chinese Dragon boat races, you quickly spot the quick boats just by watching. They have perfect synchronous movements, which allow each paddler to optimize their moving radius for each stroke. If only one steps out, the boat has no chance to win.
In sales, you see similar synchronised individuals tag teaming almost seamlessly. MEDDIC gives sales teams the base structure of the process, milestones and a common language to get rid of friction and misunderstanding. It will bundle the individual strengths to a joined force winning the client.
We all have seen complex sales methodologies, which sales people struggle to remember and recall. MEDDIC is so simple that it can fit on the back of business card and most of call can be memorized and lived by sales people.