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.