Prospect: A couple of hours, at least

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Implementing MEDDPICC: How to Use This 8-Step Sales Methodology to Crush Your Goals
The bases are loaded, and you’re up to bat. How do you put your best foot forward?

Whether you’re diving into enterprise sales or trying to get a new product off the ground, these eight steps will help you determine if a new lead is a good fit for your business. Plus, you’ll get all the info you need to close this deal, ASAP.

Let’s hit it out of the park.

1. Metrics
Most people will tell you to replace features with benefits in your sales pitch, but let’s go beyond that. Use real-world metrics to tie their pain points to the solution you’re offering.

For example, instead of: “Our CMS is easy to use, so you can publish content faster.”

Try this:

You: “How long does it normally take your team to publish new content?”


You: “Most of our customers say that their publishing time was cut in half using our CMS. So, how much time would your team be saving per week if you could publish in just one hour?”

Prospect: “Well, with five people working on this, probably around 20 hours per week.”
BOOM. Real numbers, real results, a way more convincing argument.

When you use metrics to contrast potential malaysia telegram data improvement to their current reality, you’re not just selling—you’re helping them improve their business in a real way that they can measure.

To really show that the grass is greener on your side of the fence, your metrics need to be credible. Rely on past success stories, predictive analysis, or even industry benchmark data. It’s about showcasing the potential transformation in numeric terms.

Qualifying questions to ask during the Metrics stage (these will help you understand what metrics to focus on):

What financial impact do you hope to receive from our solution?
If this problem was solved, how would it impact your KPIs?
How much are the problems our product solves costing you this year?
2. Economic Buyer
The economic buyer at your prospect’s company controls the purse strings and the final decision on approving the purchase. In other words, they’re someone you’ve got to buddy up to.