Post by alimularefin57 on Mar 13, 2024 5:49:22 GMT
The champion is probably the actual end user of your product and feels most uncomfortable about the problem. He is the one selling the solution internally, so providing him with the right information is essential to closing the sale. A more updated version of the MEDDIC model evolves into MEDDPICC, where there are two important additions: P aperwork Process: Which contracts need to be signed? What is the process needed to complete the sale? This step helps avoid delays in the final stages of the process by the prospect's legal and procurement departments. C ompetition: This step is fundamental in particularly saturated or competitive markets. Who else is the prospect considering? What do you think of them compared to you? What is your competitive advantage? SNAP Selling Method This sales technique was developed in 2010 by Jill Konrath in her best-selling book SNAP Selling: Speed Up Sales and Win More with Today's Frazzled Customers .
The philosophy behind this method starts from the principle that, in the current AO Lists world of sales, we are all constantly bombarded with proposals and have less and less time to dedicate to listening to sellers' offers. Decision process Who is involved in the process and what actions does the company take to make a final decision? How does the process change based on the amount of money at stake? What can you do to make everything go smoothly? Understanding the decision-making process is critical, from the moment a team makes first contact with a prospect until the deal is signed. Knowing who is involved and how they can influence the deal can dramatically impact the sales process. If teams don't know how a prospect likes to buy and what the steps in the buying process are, they can't speed up the process.
Pain Implication What problem is the prospect trying to solve? What is the risk in terms of lost revenue, opportunity cost, etc.? At this stage it is essential to ensure that the prospect is motivated enough by his current situation and that he is determined to change it. If there is enough “pain”, the next move will take care of itself. A potential customer may simply be exploring options to solve their problem but not yet be ready to purchase. Not understanding where the buyer is in their purchasing journey can waste a lot of time for your sales team. Sample Who in the company feels the most pain because of the problem? Who will fight for your product or service internally? As mentioned before, the champion is different from the buyer.
The philosophy behind this method starts from the principle that, in the current AO Lists world of sales, we are all constantly bombarded with proposals and have less and less time to dedicate to listening to sellers' offers. Decision process Who is involved in the process and what actions does the company take to make a final decision? How does the process change based on the amount of money at stake? What can you do to make everything go smoothly? Understanding the decision-making process is critical, from the moment a team makes first contact with a prospect until the deal is signed. Knowing who is involved and how they can influence the deal can dramatically impact the sales process. If teams don't know how a prospect likes to buy and what the steps in the buying process are, they can't speed up the process.
Pain Implication What problem is the prospect trying to solve? What is the risk in terms of lost revenue, opportunity cost, etc.? At this stage it is essential to ensure that the prospect is motivated enough by his current situation and that he is determined to change it. If there is enough “pain”, the next move will take care of itself. A potential customer may simply be exploring options to solve their problem but not yet be ready to purchase. Not understanding where the buyer is in their purchasing journey can waste a lot of time for your sales team. Sample Who in the company feels the most pain because of the problem? Who will fight for your product or service internally? As mentioned before, the champion is different from the buyer.