The MedMen Show: Fast, Smart Insights for B2B Sales Professionals Decision Criteria in MEDDPICC: How to Guide Buyers to the Right Solution
4 snips
Oct 6, 2023 Explore common mistakes when approaching Decision Criteria, the impact of Decision Criteria on sales, the importance of value and responsiveness, and avoiding assumptions about customers' criteria.
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Buyers Aren't Expert Decision Makers
- Customers rarely arrive as expert buyers with well-formed decision criteria.
- Andy Whyte warns most buyers haven't done deep research and their criteria often aren't optimal for their business.
Influence Decision Criteria Don’t Just Match Them
- Don't be reactive to stated decision criteria; proactively influence and reshape them through value-led conversations.
- Pim Roelofsen says reacting reduces you to a vanilla responder instead of a solution seller who changes the game.
Architect Analogy Shows Reframing Wins Deals
- Andy uses an architect analogy where one architect measures an extension and another asks why, then suggests converting the loft.
- The second architect reframes the problem and wins by changing the decision criteria.