Staying Ahead in the Complex Sale, with Andy Whyte (CEO, MEDDICC)
The SaaS Revolution Show
00:00
Identify the Pain, Implicate the Pain
The number one reason why deals don't close on time is because the paper prepsit. So drawing out an additional letter draws additional attention to it, which therefore means that more focus means more more attentiona less likely of deal slipping as a result. Then you're into the eye, which is often classed, and was originally classed, as identify the pain. For me, i say the word implicate the pain because i don't think it's enough to simply identify pain. I think we have to get deeper. We need toimplicate the pain in the in the customer's eyes, so that they want take action, so they feel urgency. The first c is champion
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