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Decision Process & Criteria
Overview
Three critical questions you need to answer are: 1) can we win? 2) what needs to happen? 3) when will it close?
In this session, you will learn:
- How to uncover, negotiate and establish a decision process.
- The types of decision criteria and importance of influencing decision criteria
- How disciplined execution leads to the creation of mutual close plans
This is session 4 of the MEDDIC for Sellers Course.
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