57 min listen
MEDDPICC — A Checklist For Modern Day Selling with David Weiss
MEDDPICC — A Checklist For Modern Day Selling with David Weiss
ratings:
Length:
43 minutes
Released:
Apr 29, 2022
Format:
Podcast episode
Description
This episode of the Live Better Seller Better Podcast features David Weiss, Head of Sales at LeaseUp. There is a lot of misconception about MEDDPICC and David clears up what it is and what it is not.For starters, MEDDPICC is not a step-by-step process. It is a checklist that is made for sales reps, not sales leaders. David shares that MEDDPICC is updated to modern ways of selling and it helps you by identifying gaps in your sales process.HIGHLIGHTSMEDDPICC: Metrics, Executives, Decision criteria, Decision process, Paper process, Identify pain, Champion, and CompetitionA checklist for reps, not leadersEconomic buyer vs decision-makerDecision process: Create a mutual action planIdentify persona-based pain and personal painQUOTESDavid: "MEDDPICC is not a process. What it is is a gap-analysis checklist. It sits on top of your process. It sits on top of your sales methodologies, plural for a reason. And it helps you kind of see blindspots. It's a blindspot detector."David: "You ask good questions to the wrong people, you get to the right people."David: "Create really tight alignment between the problems you're trying to solve, how they're trying to solve them, how your solution solves them, write them down with your differentiators in mind, and then share them with the buyer."David: "Never negotiate before you get to procurement. If I'm going to make any recommendation to any salespeople out there, if someone says hey, we want to keep you in the game but you need to drop your price 20% and that's like midcycle, just pause there.""And say, we're going to get there but until I understand holistically every single thing that your procurement and legal teams are going to ask for, let's just not do it. Let's focus on us being the right solution."You can find out more about David in the link below:LinkedIn: https://www.linkedin.com/in/davidlbweiss/Website: meddpicc.co
Released:
Apr 29, 2022
Format:
Podcast episode
Titles in the series (100)
N.E.A.T Selling with Richard Harris: Guest: Richard Harris LI: https://www.linkedin.com/in/rharris415 (https://www.linkedin.com/in/rharris415) Topic: N.E.A.T Selling - how many sellers over-complicate their methodology and learn how to ask the right questions that lead to a higher close rate. Quick Intro: Why Richard? Having a closing problem? Richard is the guy they call in to audit, fix it and build it for repeatable results. He has been leading and now coaching sales teams for well over a decade. What he gets better than most is that it is the questions to ask that drive the sale, and teaches teams how to earn the right to ask questions. His N.E.A.T Selling Process has been shown to increase close rates significantly and he is here to share it with us today! Key Questions What does N.E.A.T Stand for How to establish/create need How to earn the right to ask questions What types of questions actually drive the sale forward Plus so much more! https://www.patreon.com/posts/38178606/ (P by Live Better. Sell Better.