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Decision Process & Criteria


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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