MEDDPICC is a proven sales framework that aids professionals in identifying all the key aspects of a potential sale. It is particularly well-suited for complex sales environments. Below are 36 questions designed to help you effectively qualify your prospects.
Metrics - What questions should you ask to understand the key metrics influencing the customer's decision?
What key performance indicators (KPIs) do you use to measure success in your current setup?
How do you quantify the impact of your current solutions on your business?
How do you measure the ROI of projects or investments in your area?
What financial, productivity, or efficiency gains are you targeting with this project?
Economic Buyer - What questions should you ask to identify the economic buyer?
Who is the decision-maker for this purchase?
What are the financial goals or constraints that influence your decision-making process?
How do budget approvals work within your organization for projects like this?
What is your budget cycle, and are there optimal times during the year for proposing new investments?
Decision Criteria - What questions should you ask to clarify the decision criteria?
What are the main criteria you will use to evaluate our solution?
Can you walk me through your evaluation process for new solutions?
Are there any must-have features or functionalities that your solution needs to have?
How do you prioritize different features or aspects of the solutions you are considering?
Decision Process - What questions should you ask to map out the decision process?
What steps are involved in your decision-making process?
Who else needs to be involved in this decision before it’s finalized?
Are there any upcoming events or deadlines that are driving the timing of your decision?
How do previous decisions of a similar scale typically unfold within your organization?
Paper Process - What questions should you ask to understand the paper process?
What is your procurement process?
Are there specific legal or compliance requirements we should be aware of?
Can you describe any previous challenges you've encountered during the procurement or contracting process?
What documentation or data do you typically need from a vendor during the procurement process?
Identify Pain - What questions should you ask to identify and understand the customer's pain points?
What challenges are you currently facing with your existing solutions?
How do these challenges impact your daily operations or long-term goals?
How does this issue affect other aspects of your business?
Are there specific areas where this problem is more acute?
Champion - What questions should you ask to identify and engage a champion within the organization?
Who within your organization supports adopting our solution?
How has this champion successfully supported similar initiatives in the past?
What successes has your potential champion had in influencing new initiatives?
How can we best support your champion in advocating for our solution?
Competition - What questions should you ask to assess the competition?
Are you currently evaluating other solutions? If so, which ones?
What do you see as the strengths and weaknesses of these competing solutions?
What specific features or services have you found appealing in other solutions you are considering?
Have you had any prior experiences with our competitors, and how did those experiences influence your current preferences?
Coach - What questions should you ask to find and utilize a coach in the sales process?
Do you have an internal advocate who can provide insights about the organization’s needs?
How can this coach help us tailor our solution to better fit your requirements?
What specific insights has your coach provided that have been particularly helpful in understanding your needs?
How can we engage with your coach to ensure our proposal fully addresses your key concerns?
