Staying Ahead in the Complex Sale, with Andy Whyte (CEO, MEDDICC)
The SaaS Revolution Show
00:00
Identifying the Pain, Indicating the Pain and Then Implicating the Pain
"I talk about identifying the pain, indicating the pain and then implicating the pain," says Chris Vos. "To effecti discovery, i need to be having a conversation with you, and I need to be able to have your trust", he adds. The most basic part of discovery is just to kind of echo back what you say, or reflect on what you say,. It's not, it's not, o, there's not any special script or anything like that. But by the process of doing that, i also make you feel the pain of the situation."
Play episode from 19:18
Transcript
