The Salesman.com Podcast

Is it possible to create luck in life and in business? On this episode of the Salesman Podcast, Dr. Christian Busch explains what luck is and how salespeople can generate more of it in their selling endeavors. Dr. Busch is the author of The Serendipity Mindset and one of the world’s leading experts on innovation, purpose-driven leadership, and cultivating serendipity. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment Featured on this episode: Host - Will Barron Founder of Salesman.org Guest - Dr. Christian Busch Author of The Serendipity Mindset Resources: Chris’ LinkedIn Dr. Busch on Twitter Theserendipitymindset.com Book: The Serendipity Mindset: The Art and Science of Creating Good Luck Book: Man's Search for Meaning Transcript Will Barron: Hello, sales nation. My name is Will Barron, and I'm the founder of salesman.org, and welcome to Salesman Podcast, the world's most downloaded B2B sales show. On today's episode, I am chatting with Christian Busch. He is the author of Connect The Dots: The Art and the Science of Creating Luck. And the paperback of the book has just launched today, so grab a copy from Amazon, wherever you get your books, if you enjoy this podcast episode.   Will Barron: Dr. Christian Busch is an expert in the areas of innovation, purpose-driven leadership, and serendipity. He's the director of CGA Global Economic Programme over at New York University, and he teaches at the London School of Economics. On today's episode, Christian and I are going to be discussing if it's possible, if it's measurable, if it's possible, to create luck in sales and in business, and how you go about doing it. So Dr. Christian, welcome to the Salesman Podcast.   Dr. Christian Busch: Thanks so much for having me.   What is Luck? · [01:03]   Will Barron: I'm glad to have you on, mate. Okay, so let's just get down to the basics of all this before we dive into… Because this topic, obviously there's going to be tonnes of rabbit holes. There's going to be tonnes that we could jump into, right? Does this luck concept, we all know we've all experienced it, does it have an agreed-upon definition? How do we define what luck actually is?   Dr. Christian Busch: Yeah. It's interesting because when looking into that area, what I found fascinating is that usually when we think about luck, we think about that blind luck that just have it's to us, right? Some kind of fortuitous, coincidental, beautiful moment that somehow benefits us. Being born into a good family, things like that. But actually, where it gets really exciting is when we talk about smart luck, when we talk about serendipity that we create based on our own actions.   Dr. Christian Busch: And so, take the quintessential moments, if you have erratic hand movements like I do, you spill a lot of coffee. And so imagine you spill coffee in a coffee, shop over someone, and that person looks at you slightly upset, but you sense, there might be something there. You don't know what it is, you just sense there might be something there. And now you have two options, right? Option number one is you just say, “I'm so sorry, here's a napkin.” You walk outside and you think, “Ah, what could have happened had I spoken with that person?”   “When we look at serendipity, this kind of smart luck, across different contexts, love, business, you name it, there's always the same pattern. It's always the same that there's this aspect of randomness, some kind of unexpected moment, but then it's about us to do something with it, to connect the dots and turn that into positive outcomes.” – Dr. Christian Busch · [02:19]   Dr. Christian Busch: And option number two, you start a conversation, that person becomes your, co-founder, your supplier, the love of your life, you name it. And so it's our reaction to the unexpected. It's making the accident meaningful that turns it into smart luck. And so when we looked at serendipity, this kind of smart luck, across different contexts, love, business, you name it, there's always the same pattern. It's always the same that there's this aspect of randomness, some kind of unexpected moment, but then it's about us to do something with it, to connect the dots and turn that into positive outcomes.   Serendipity: The Process of Spotting and Connecting Random Dots · [02:43]   Will Barron: So I've ju

Few things are more infuriating than having a product you know is perfect for a buyer, but continually getting shut down, time and time again. “We don’t have the budget.” “We’re happy with what we have now.” “I don’t see the value in what you’re offering.” These are sales objections. And they are usually the biggest hurdle to you closing the sale. But when addressed the right way, they can build rapport, provide valuable buyer insights, and (of course) lead to a serious sales win. In this guide, we’re going to cover the most effective method I’ve found for objection handling. Once you’ve engrained this simple framework into your processes, you’ll be turning doomed deals into sign-on successes in no time. Plus, we’re also going to look at some of the most common sales objections you’re likely to face and how to respond to them using the framework. Sound good? Then let’s go. What Is Objection Handling? We’ve all been hit with the “no” bomb when talking with a prospect. Unfortunately, in our industry, it’s inevitable. There will always be prospect's concerns that need to be overcome. But getting a negative response doesn’t necessarily mean the deal’s dead in the water. Buyers are people. And when people are unsure about making a change (e.g., buying your product), they’ll throw out excuses for not doing it. In the sales world, these are called sales objections. Now, some of the excuses given to sales reps are legitimate, to be sure. Others are just knee-jerk reactions. But no matter what type of excuse you’re dealing with, you can, in fact, handle sales objections in a way that still leads to closing the deal. Objection handling, then, is how you address those sales objections to continue to move the buyer through the sales process. Again, it’s all about understanding their concern (whether legitimate or not), addressing it, and easing their mind. Only then will they be ready to buy. Why Do I Need to Master It? Objection handling is a challenge to be sure. HubSpot found 42% and 35% of salespeople think addressing objections involving urgency and price, respectively, were the top challenges they face. Plus, there are some profound benefits to better sales objection handling. Benefits like: Need It to Close – The most obvious benefit, of course, addressing sales objections gives buyers peace of mind. It helps them better understand why your product is suitable for their organization. And that means you’re one step closer to “yes.” Provides Buyer Insights – Sales objections are a window into the mind of your buyer. What issues are they concerned about? What’s most important to them? These details help clue you into what points to focus on during your pitch to maximize your closing success. Demonstrates Your Knowledge – People want to buy from someone who knows what they’re talking about. If you’re scrambling to come up with an answer to an objection, you’re tanking the deal. But someone who effortlessly and effectively moves through the objection handling process is going to look like an expert. Builds Serious Trust – When you address your buyer’s objections, you’re proving you take them seriously. You aren’t just some smarmy salesperson only looking to close. Instead, you want to truly solve their problems. And that means more loyal, enthusiastic buyers for you. The Objection Handling Process: 3 Steps to “Yes” Now that we have a better idea of what successful objection handling does for us, let’s take a look at how to do it right using the framework. This framework consists of three steps with two different options for the last step (more on that later) for overcoming common objections: (Really) Listen to the Issue Repeat the Issue Back Clearly (Option 1) Solve the Issue Confirm the Issue Is Solved OR (Option 2) Move Past the Issue Now, let’s jump into the details. Note: When it comes to the objection handling process, the best offense is typically defense (i.e., buyers not having negative sales objections or knee-jerk objections like “I don’t have time for this, just email me”). The best way to prevent negative sales objections from happening in the first place is by asking confident, assertive questions that prove you’re someone to be trusted. That’s the best foundation to build on using this framework. I cover how to ask these questions in my Selling Made Simple Academy. But in the end, knowing how to do so means fewer negative sales objections and objections you can solve to actually enhance the outcome of the sale. 1) (Really) Listen to the Issue People like to be heard. That is no different when you're overcoming objections. And knowing you’re really truly being listened to is vital when it comes to addressing sales objections. That’s why the first step of The Objection Handling Framework is to listen closely to the buyer when they’re describing their sales objection. Half listening just won’t cut it here. I don’t care if you think you’ve heard this sales objection 50 times already this week. I don’t care

In this short podcast episode I explain what we did right and wrong in 2021. Then we get into what we've got in store across 2022 as we look to expand our sales training platform.

It's happening again. Your prospect is postponing the deal. However, they seemed interested during the demo and were enthusiastic about your product, so why don't they sign the contract? Closing deals is one of the more nerve-wracking aspects of being a sales professional. There's always a chance your deal won't pan out. Anything can go wrong. However, staying silent isn't an option. You need to ask for the sale. Wrap up your closing process by asking closing questions and statements that make the deal final. Before Sales Closing Lines and Questions Come Transition Statements Your closing question or sentence goes beyond words. Your body language, tone, voice, and the quality of your offering also come into play. Most sales professionals forego these transition statements and their prospects feel like they're getting beaten over the head with an aggresive close. But instead of going headfirst into the closing conversation, you should use a sales transition statement that sets the stage for your close. Here are my top eight sales transition statements: “Let's reiterate what you've told me so far.” (Recap your prospect's pain points, budget, and ideal timeframe for purchase. Then position your product as the perfect solution to their problems.) “Let's go over the details. “ “I don't want your company to lose (negative consequence) simply because they didn't have the right solution and place. Do you want to take immediate steps to stop this from happening?” “Based on our conversation, it seems like (your product) is a good fit for (prospect's company). What do you think? “Are you ready to move forward? I can send over the contract right away. “ “And if we implement by (date), I think you can start seeing ROI by (date). This means we need to close sales by (date). Is that enough time for you to make a decision?” “So what happens next? “ “Based on your requirements and preferences, I think these two products would be an excellent fit for (prospect's company). Would you like to go with (Product X) or (Product Y)? Notice how none of the statements are aggressive and make the prospect uncomfortable. Use any of the above statements to transition your conversation to a closing conversation without sounding salesy. These statements set you up in a position of a trusted advisor and must come before any closing scripts. Now that you know how to set the stage, let's discuss some of my favorite actionable closing questions and closing statements. 8 Best Sales Closing Questions and Statements to Close More Deals If you've ever wondered what questions to ask when closing a sale, here are a few tried-and-tested ones to ease the tension and maintain the flow of your sales interaction. 1) “Does it make sense to… “ If you've been following my Salesman.org podcast or blog, you may already know about my simple two-step closing technique. If you haven't, here's what you need to do: ask the prospect “Does it make sense to (next step).” For instance, “Does it make sense to sign you up into our system and get the implementation started?” Or “Does it make sense to sign the contract right now? ” Get it? The prospect will want to coach you here and tell you what you need to do next to get the deal done. You can learn more about the technique here. 2) “So, you like the product, what it can do for your company, and you (hopefully) like me—all that's left is to make it official.” This can be a perfect closing phrase to use if you share a strong rapport with your prospect. It's confident and polite with a touch of humor, but more importantly, it reinforces the prospect that your product will make their life easier. What reason is there for them not to buy your solution? That said, this statement may not work if your prospect has previously objected to any part of your sales pitch. You risk coming off as arrogant if you claim your prospect likes your product just after they express any doubts. 3) “Would you like my help with (prospect's problem)? “ If the above sounds too much for you, simply ask the prospect if they want your help and if they want you to be the one that solves their problem. This way, you can state your intention to them and uncover any potential doubts and concerns the prospect may have about you and your company. You also prove to the prospect your end goal is to help them, helping you win their trust and, therefore, close more deals. 4) “If you are ready to sign the contract, we can… “ One of the main reasons this closing statement works is that it tells the prospect exactly how they can benefit by implementing your solution. You can also introduce a conditional clause to further reinforce the actual value of your product, which is the ultimate positive consequence of those benefits (Increase productivity, saving time, lowering overheads). 5) “

“Sell me this pen, “says the interviewer. Sitting for your sales job interview, the question isn't unexpected. You knew the interview was likely to ask it, but the question is how to tackle it in a way that gets you the job. What's the right approach? “It's a matter of supply and demand” was The Wolf of the Wall Street sell me this pen answer. It's clever, but not perfect. In fact, the real-life Jordan Bellfort (you know, the person on whose life the movie is based off) had a very different answer: “The real answer is, before I'm even going to sell a pen to anybody, I need to know about the person, I want to know what their needs are, what kind of pens do they use, do they use a pen? How often do they use a pen? Do they like to use a pen formally, to sign things, or use it in their everyday life? The first idea is that when you say ‘Sell me this pen,' I want to hear [the salesman] ask me a question. ” So how do you effectively answer a “sell me something”interview question? If you have to answer questions, what kind of questions should you ask? Do you talk about its features? What can you do to make the sale? This Salesman.org guide will cover all the details. How to Tackle the Sell Me This Pen Interview Question The thing is, the statement “sell me this pen” doesn't mean “sell me this pen.” Shocked? Most sales professionals are. Let me explain. Sell me this pen is a ‘blanket term' statement. In addition to the obvious, the interviewer also means: Can you identify the right person for the product? Do you know how to understand your client's needs? Do you have basic sales skills like relationship building? Can you establish urgency? How can you close sales effectively? You have to show the interviewer you have all these skills and will make an asset to the company. And the best way to do this is just as Bellfort suggests: asking (relevant) questions. Very few salespeople understand this going into the interview. The best salespeople do their research though and are prepared for when the sell me this pen question comes up. Sales questions help you establish your credibility as a sales professional. For instance, asking what kind of pens the interviewer likes and for what purpose does the interviewer uses the pens can prove you have an essential sales skill—empathy. On the other hand, if you start blabbering about the pen's features, sometimes even lying about it, you show the interviewer that you're a liar. Knowing how long the interviewer has wanted the pen is a good start, but they might just answer they don't want a pen just to watch you squirm. In this case, you'll have to do a quick qualifying session and establish their needs before aiming for a close. To help you hold strong sales conversations with your interviewer, the next section will cover a few sales discussion examples. How to Answer Sell Me This Pen Interview Question Let's examine potential discussions you can have with your interview to showcase your selling skills. 1) To Qualify a Lead Interviewer: Sell me this pen. You: How long have you wanted to buy a pen? Interviewer: I don't want to. You: Okay, but do you ever buy pens? Interviewer: We have an admin to handle that. You: Awesome! What do you think is more important to her: cost or quality? Interviewer: Not sure. You: I'd love to talk to her to learn more. In the past, I have helped my clients save over 20-30% on pens, depending on their quality range. Does it make sense to set up a call? 2) To Establish Need Interviewer: Sell me this pen. You: How long have you wanted to buy a pen? Interviewer: Just a few hours ago. You: Do you use pens for daily tasks? Or do you only use them during important business deals? Would you say you borrow a pen a lot? 3) To Learn About a Prospect's Time and Timeline Interviewer: Sell me this pen. You: How long have you wanted to buy a pen? Interviewer: Mine just ran out of ink. You: That's sad. Would you mind if I leave this bed with you? If you don't like it, I will come back in five days and you won't have to pay a cent. 4) To Identify the Interviewer's Specific Needs Interviewer: Sell me this pen. You: Do you need a pen? Interviewer: Yes. You: Do you want a ballpoint pen or a gel pen? Also, which ink color do you prefer: blue, red, or black? 5) Closing The Deal While your discussion can take any direction, it'll likely be similar to the above examples. After showing the interviewer you can qualify customers and identify their needs, your job is to make them see you can also do the most critical job of selling: closing the deal. Let me explain using one of the examples we covered above. Interviewer: Sell me this pen. You: How long have you wanted to buy a pen? Interviewer: Just a few hours ago. You: Do you use pens for daily tasks? Or do you only use them during important business deals? Would you say you borrow a pen a lot? Interviewer: We use it for everyday tasks and ofte

“Describe your sales experience?” “Tell me more about your sales experience.” “How many years of experience do you have in sales?” Your employer will have questions concerning your selling experience to assess your ability to do the sales role you're applying for. How you choose to respond is going to make or break your interview. It's going to secure or lose you that dream sales position. Obviously, you need to demonstrate you have the sales skills that make you the right fit for their company. But the question is how do you develop these skills and prove them to the interviewer? And how do you still land the job if you don't have any previous experience? Only one way to find out… keep reading. First and Foremost, What Counts as Sales Experience? Sales experience is a summary of your history of selling products or services to other people. It indicates the level of your soft and hard skills as a salesperson. The concept of sales experience isn't very complicated. For instance, if you ever sold a pen to your friend as a kid, you have sales experience. This is because you proved to your friend buying the pen would make their life more accessible than before, successfully convincing them to give you their money. Of course, this won't hold up when applying for sales jobs. Your sales manager will want a more fitting sales experience resume, which is why you'll need traditional sales experiences. This can be you working as a cashier at a retail store or acting as the account manager for a local business. Here are a few more sales experience examples: Real estate broker Insurance agent Product promoter or demonstrator Owning a travel agency If the above descriptions don't fit the bill, no biggie. We'll tell you how to get some. 3 Effective Tips To Get Sales Experience Despite popular belief, getting sales experience isn't that complicated. All you need is determination and be open to starting from scratch. Below, we've compiled some practical ways to get experience and begin developing your professional skills. 1) Sign Up for a Sales Course If you have the means to sign up for a sales course, webinar, or training program, we highly recommend doing it right away. Each option is an excellent way to get sales experience to make a good impression on the hiring manager. A sales course or training program gives you a platform to learn the basics of effective selling and engage in various sales activities, such as role-playing and grievance handling, to become a more seasoned sales professional. You also get the opportunity to make mistakes and learn from them and build actionable skills that can help you further your career. After completing a business to business sales training course like the Selling Made Simple Academy you're going to better understand – The modern B2B sales process Communication skills How to develop customer relationships Specific sales tools Another advantage here is the chance to make professional connections in the sales field that can again help you land a better sales job in the future. 2) Read a Good Sales Book The good thing about sales representative roles is you'll find several experts eager and willing to share their advice and relevant sales experience with the world. Most of them have written sales books that detail effective selling strategies and contain genuinely good advice to help you become a successful professional. The popular sales books are generally centered around specific types of sales philosophies, such as SNAP selling or MEDDIC selling, as well as more general topics like the psychology of closing deals or building sales influence. Wether you're looking at a sales development representative role or even a regional sales manager job, there will be a book for you. There is a lot to learn when it comes to sales, and getting your hands on best-selling sales books can be your shortcut to selling success. 3) Get a Sales Job A surefire way (and most obvious) way to get sales experience is getting a sales job. You get to engage with real-life customers, learn the art of selling yourself, make contacts and have good conversations — all while getting paid. Sounds like a pretty good deal, right? That said, you don't have to get a sales job at a large firm. Instead, you can start smaller in a retail position, where you can interact with customers and slowly make your way up to different positions to gain experience and skills. How to Answer “Describe Your Sales Experience” Interview Question Once you get the required sales experience, you will have to convince the hiring manager you're indeed a good fit for the job. Here are a few tips to help you prove your selling potential and expertise: A) Structure Your Answer Carefully Your answer should highlight relevant skills, experiences, and achievements from previous jobs. Emphasis on “relevant.” Your interviewer only needs to know information that's directly connected t

Another month's gone by. Despite all the cold emails you've sent, the phone still isn't ringing. And now, you're left scrambling to make your quota. Something's got to change, and you know it. It's a story all too familiar to sales reps. But, unfortunately, the same ol' tactics just aren't working anymore. And though you've avoided the technique for years, it's finally time for… Cold calling. Yes, that dreaded two-word phrase that brings a chill to sales rep spines worldwide. The topic came up in my recent interview with Jason Bay of Blissful Prospecting: “Cold calling and objection handling are usually the two biggest fears that I hear when we work with sales teams and individual reps.” But cold calling doesn't have to be complicated. It doesn't have to be intimidating. And it doesn't have to leave you feeling like a sleazy, manipulative conman. This guide shows how to make cold calling your go-to method for prospecting. Inside, you'll learn expert cold calling tips, proven cold calling scripts, and a 5-point framework to take all the guesswork (and hassle) out of cold calling. What Is Cold Calling? First and foremost, let's settle on a cold-calling definition. What Is Cold Calling? “Cold calling is the act of reaching out to potential buyers that have not previously interacted with a sales rep.” Cold calling usually refers to solicitation by phone. But it may also refer to in-person sales visits. What Is Cold Calling NOT? “Cold calling is not reaching out to contacts you met at trade shows. It is not contacting a lead that expressed interest on your website. And it is not following up with a referral that asked you to get in touch. This is what's known as “warm calling.” By its very nature, cold calling has a lower success rate than warm calling. After all, cold calling recipients haven't expressed any prior interest in what you're selling. Those on the other end of warm calls have. It's no wonder why so many sales reps avoid cold calling—it's tough to get a “yes.” In fact, a study from the Harvard Business Review found that 48% of B2B salespeople—nearly half—are afraid of cold calling. So, with all that fear and anxiety baked into this sales technique for many reps, the question is why do it at all? Why Cold Call? Simple. Despite it all, cold calling provides a valuable opportunity to bring in new clients that other sales techniques can't offer. Here's why. Quick Connection – Hopping on a call is the best way to make an immediate connection and start with a sales pitch. Email is static. Sure, you're delivering your message. But buyers have time to mull it over, make excuses for not responding, and forget about it entirely. When you're on the phone, you have much more direct influence over whether they set up a sales meeting or not. Develops Sales Cadence – Successful cold calls are an integral step to setting up a strategic and effective sales cadence. The best sales cadences use a variety of outreach methods when contacting prospects. The more mediums you use to stay in contact with the buyer, the more you stay top of mind—boosting your chances of a callback. Opens the Door to Chatters – Finally, adding cold calling to your sales technique repertoire brings in a swathe of potential buyers. Buyers that may have otherwise been out of reach. HubSpot reports that 57% of C-level buyers actually prefer to be contacted via phone. And if you aren't cold calling, you could be missing out on a valuable opportunity to bring in more sales. Getting Started: Perfecting Your Mental Game Before you even start dialing, you need to get in the right headspace. Prospects can tell when you're uncomfortable. And they don't want to waste their precious time chatting with someone who isn't offering any value. That's why you have to get comfortable playing two roles when cold calling: The Entertainer and The Expert. Some cold callers do this naturally. Other people on the same sales team will have to practice this new state. Role 1: The Entertainer Your task of rapport building begins the instant your prospect picks up the phone. The sooner you can capture their attention, the more likely they'll be to keep on listening. In fact, Gong found that low-performing salespeople built rapport by around 40% through the call. For top performers, it was about 20% (the earlier, the better). You need to come across as someone the buyer genuinely wants to speak to. Only then can you show them how you can add value to their lives. Your sales conversation need to be tight, fun and snappy. Role 2: The Expert While charisma can open up the door, not knowing what you're talking about will slam it shut. You need to come off as an expert—someone who knows what the hell they're talking about. But, do you understand your buyer's industry? Their most significant pain points? Your competition? And, of course, your product? If you don't come across as an expert, the prospect might as well hang up th

You didn't meet your sales quota last quarter. You can't help but wonder what's broken? Your sales process? How do you fix it? What measures can you take to close more deals? Despite what you think, the issue may not be your sales pitch or salesmanship. It could be the people you're selling to—the quality of your leads. Luckily, you also have a highly effective solution to change your numbers stat: MEDDIC. Applying the MEDDIC sales process will help you understand and quantify your prospects better. It ensures you're focused on the right people in the right way, leading to more closed deals and higher revenue. But there's a catch… MEDDIC can be confusing, especially for beginners. This article will show you a step-by-step breakdown of the MEDDIC sales methodology to set you up for success and transform your selling game. What Is the MEDDIC Sales Process? MEDDIC is a B2B sales methodology designed to help sales professionals qualify better leads, which ultimately contribute to a higher closing rate and increased sales success. Using its principles, you can determine whether you should invest your time and effort in getting a customer into your sales funnel. MEDDIC is essentially an acronym that stands for: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion. A Step-by-Step Guide To the MEDDIC Framework As per the acronym, MEDDIC has six qualification steps. First, let's review how to check off every letter in the MEDDIC sales methodology and achieve more deals. And remember that the meddic sales qualification framework is designed to disqualify prospects as well as qualify them. For most sales people, closing deals means getting rid of unqualified buyers from your sales pipeline as much as it means qualifying decision makers to stay in it. Never be afraiod to kick prospects out of your sales cycle so you can spend more time with potential prospects will will spent money with you. 1) Metrics Metrics refer to the quantifiable measures of your solution's value to your prospects. Find out what quantifiable goals your prospect hopes to achieve by implementing your solution. For example, the prospect may want to double their output or reduce 15% of their total overheads. See? Quantifiable goals. Once you know the metrics your customer cares about, you can prove how your solution will provide a good return on investment (ROI). Again, the idea here is to justify your solution from an economic standpoint. Knowing the metrics will help you justify the economic benefits of your solution from your prospect's perspective, encouraging them to go further in the sales funnel. Questions to Consider: What goals does the prospect want to achieve? How do they measure their success? How can you help them save time, boost productivity, and accelerate revenue? 2) Economic Buyer The MEDDIC methodology prioritizes making effective conversations with decision-makers, the one who has the ultimate power to make decisions and authorize spending. It's possible this person may not be the point of contact you established within the company, but they're still important as you can use their help to get in touch with the economic buyer. Finding your economic buyers is key for sale reps hoping to leverage the meddic process. Talk to the economic buyer about their expectations, personal metrics, and decision-making process. If you cannot reach out to this person directly, try to collect as much data as possible to know the economic buyer's mindset. Knowing this information will help you make the sale more palatable to the buyer—even if they aren't directly affected by it. Questions to Consider: Are you talking to the decision-maker? Is there anyone else involved in the final decision? What does success look like for them? How can you customize your sales pitch based on their viewpoint to take the sale forward? 3) Decision Criteria To take a deal towards a conclusion, you must understand your prospect's criteria when making decisions. It's likely your prospect is vetting different vendors and weighing their options based on a few critical factors—their decision criteria. Finally, they have to make a choice, and they'll choose a solution that offers them the best deal. While different companies use different criteria, a few common factors include ease of use, budget constraints, integration, and potential ROI. If a company doesn't have a formally defined decision-making process, you can ask them to put it to paper. You want to prove your solution meets all their criteria and position your products in a way that checks all their boxes. Then, show them there's no reason why they shouldn't agree to a sale. Questions to Consider: What are the driving factors behind your prospect's buying decisions? If your prospect had a wishlist for your solution, what essential factors and parameters would be on it? How can you tailor your sales pitch to highlight these criteria and justify the purchase? 4) Decision Process Dec