MEDDICC / MEDDPICC

• Metrics
  • What are your top 3 business goals for this year, and how do you currently measure progress towards them?
  • If you could improve [specific metric] by X%, what impact would that have on your business?
• Economic Buyer
  • Who ultimately has the authority to sign off on a purchase like this?
  • What are the main concerns or priorities of the Economic Buyer when it comes to making purchase decisions?
• Decision Criteria
  • What are the 3-5 most important factors you consider when evaluating new solutions like ours?
  • How do you weigh the importance of cost, features, and implementation time when making decisions?
• Decision Process
  • Can you walk me through the typical steps involved in your company’s purchasing process for a solution like this?
  • Who else is involved in the decision-making process, and what role do they play?
  • Do you have any concerns about our solution at this point?
• Paper Process
  • Can you walk me through the typical steps involved in your procurement process for a solution like ours?
  • What kind of documentation or information do you typically require from vendors during the contracting phase?
  • Is there a standard timeline for legal review and signature after we reach an agreement?
  • Are there any specific compliance requirements or internal policies that might impact our ability to work together?
  • Would it be helpful for us to provide a pre-populated contract template tailored to your specific requirements?
• Identify Pain
  • What are the biggest challenges you’re facing right now in [your role/department]?
  • If you could magically solve one problem that’s currently hindering your success, what would it be?
• Champion
  A champion is a person with influence, and preferably authority, with strong personal & professional motivation to sell for you when you are not in the room.
  • Who within your company do you think would be most excited about the potential benefits of our solution?
  • Who within your company is most skeptical about this solution, from us, now?
  • What are the main reasons why someone in your position might advocate for a solution like ours?
  • Ways to test your Champion:
    • Ask them to introduce you to the economic buyer & other key stakeholders (best test)
    • Ask them to present a mutual business case that you have co-created when meeting with key stakeholders (prep them carefully for this)
    • Ask them to share their Decision Criteria and to map out their Decision Process
    • Ask for permission to text them
    • Ask them to share what they have budgeted and/or what they are spending today (if you are displacing a competitor)
    • Ask them to walk you through prior deals they championed
    • Ask them to spend time with you outside the office
• Competition
  • Who are the main solution providers you are considering besides us?
  • What are the key strengths and weaknesses of the other solutions you’re looking at?
  • Are there any concerns you have about our solution compared to your other options?
  • If we weren’t in the running, which competitor would you be most likely to choose and why?
  • What would it take for us to be your clear favorite vendor in this evaluation?

SPICeD

The SPICeD framework was created by Winning By Design. It is a descendent of Spin Selling, released in May 1988 by Neil Rackham.

• Situation: Facts, circumstances, and background details about your prospect
  • What is your current method of [customer business process]?
  • What tools or processes are you currently using to address [X]?
• Pain: The challenges that brought the prospect your way
  • What challenges are you currently experiencing with your current system?
  • What are the main pain points your team encounters when working on [customer business process]?
  • Can you share specific instances where these challenges have caused disruptions?
  • What frustrations do your team members express about the current situation?
  • How are the current challenges impacting your team’s productivity? your customers?
• Impact: How you positively impact your prospect’s business
  • What are your desired outcomes for addressing this challenge?
  • If these challenges were resolved, what positive changes do you envision?
  • How will you measure success in achieving these outcomes?
• Critical Event: Deadline to achieve that impact
  • When do you need this by? What happens if you miss that date?
  • Are there any upcoming changes or events that could impact your decision?
  • How urgent is it to find a solution?
• Decision: The process, committee, and criteria involved in purchasing a solution
  • Have you brought in a platform like this in the past?
  • How does your buying process work? Are there any conversations we should start in parallel, like with Legal and Procurement? What about Security and IT reviews?
  • What additional information or support do you need to make an informed decision?
  • Who will be involved in the decision-making process for this purchase?
  • What criteria will you use to evaluate potential solutions?
  • Have you allocated a budget for this solution?
  • What are the next steps in the evaluation process?