Overview
This tutorial consists of general to specific MEDDIC based prospect questions to guide sellers in qualifying their opportunities and advancing them along the sales stages. It is segmented by each MEDDIC element and will take you from a shallow to a deep relationship with your prospect. The red, yellow and green status indicators are also defined here. These are used to assist you in quickly tracking in CRM where you are with each MEDDIC element. There is also a sales leader inspection question section to provide simple, powerful dialogue guidance around the MEDDIC qualification methodology.
We know sellers and sales leaders are challenged to meet the demands of the rapidly evolving buyer centric environment. Consequently our coaching is designed to be simple, lightweight & mobile to assist you in advancing your partnership with the prospect. In today’s hyper competitive complex buying / selling environments, how we sell many times is what can differentiate us as much as what we are selling. Gaining the coveted trusted advisor status is done by focusing on the customer and earning the right to advance the sale.
General descriptions of the red – yellow – green status indicators.
RED:
No Way – The customer is just not buying in – The situation is unacceptable.
Guiding light principle: your approach is subtle and designed to build rapport. These are low cost, high activity, sales initiated, directed & executed. It is relatively easy & inexpensive to go from red to yellow
YELLOW:
One Way – They seem to be listening & buying in – The situation is acceptable
Guiding light principle: Tangible – Evidence is emerging, you are building confidence.
Sales Led however requires more collaboration with the client, other sales team members & expensive and sometimes scarce resources. Can be significantly more effort to go from Yellow to Green
GREEN
Two Way – They buy in & are acting on our guidance
Guiding light principle: Overt – Demonstrates ownership by the prospect
Customer-centric, collaborative & coordinated actions to publicize results, impact on positive business outcomes and next steps.
The anatomy of good discovery questions
Good discovery questions have 3 main components:
Open Ended
– Allow the customer to expand and give details
– Has no right or wrong answer
– Help the sales person analyze the customer situation better
2‐Sided
– You learn by asking
– The customer learns by answering
T-E-D
– “Tell me about…”
– “Explain for me…”
– “Describe for me…”