MEDDICC
The person with the ultimate authority to sign the check and say "yes."
Who is the Economic Buyer?
These questions are used to gather data and facts about the prospect’s current state.
What are Situation questions?
Out of the 5 seller profiles, this one is the highest performer because they "love to debate" and push the customer.
Who is the Challenger?
This metaphor describes the mutually agreed-upon "rules" for a meeting, including time, agenda, and expected outcome.
What is an Up-Front Contract?
This 1-3 word technique triggers the other person to elaborate.
What is mirroring?
The specific negative consequences or lost revenue that occurs if the prospect does nothing.
What is the Identify Pain (or Cost of Inaction)?
These questions explore the difficulties or dissatisfactions the prospect is experiencing.
What are Problem questions?
This is the act of providing a prospect with a new perspective that links their business problems to your unique strengths.
What is Commercial Teaching?
In Sandler, this three-layered concept explores the technical, business, and personal impact of a problem.
What is the Pain Funnel?
This technique uses prases like "It seems like" to uncover a hidden emotion.
What is labeling?
This is your internal ally who has power and influence, and is actively working to help you win the deal.
Who is a Champion?
The goal of this type of question is to get the prospect to tell you the benefits of your solution.
What is Need-Payoff?
Challengers aim for this specific "moment" during a pitch when a customer realizes their current strategy is costing them money.
What is the "Rational Drowning" (or the "Aha!" moment)?
This "submarine" related term describes a seller's move to handle objections before they are even raised.
What is Negative Reverse Selling?
The act of listing every negative thing your counterpart could say about you.
What is an accusation audit?
Unlike the Decision Process, this is the formal steps and paperwork required to actually get a contract signed.
What is the Decision Criteria?
These questions are designed to make the prospect feel the weight and urgency of their current issues.
What are Implication questions?
To win, Challengers must "Teach, Tailor, and..." this.
What is Take Control?
Sandler teaches that "the buyer’s ______ is always more important than the seller's."
What is Process (or "The Buyer's System")?
Asking "How am I supposed to do that?" is this type of question.
What is a calibrated question?
This involves quantifying the value of your solution to ensure the business case is data-driven.
What is Metrics?
Rackham’s research suggests that this specific type of question is the most highly correlated with success in large, complex deals.
What are Implication questions?
This seller profile, often the favorite of managers, is actually the lowest performing in complex sales environments.
Who is the Relationship Builder?
This phase of the Sandler Submarine ensures the deal doesn't fall apart after the "yes" due to buyer's remorse or competitors.
What is Post-Sell?
This theory shows that losses loom larger than gains.
What is loss aversion?