The 16 different sales call reluctance can affect the success of the sales process at every step according to the MEDDPICC methodology by creating barriers for the salesperson to act effectively and decisively. Here’s how these obstacles can affect the different steps of the MEDDPICC and “Paper Process”:
1. M – Metrics
A salesperson may feel uncomfortable discussing and presenting specific, quantitative results due to fear of appearing pushy or getting caught up in discussions about price. Sales barriers can cause the salesperson to avoid emphasizing the value that the solution can bring, making it harder to convince the customer.
2. E-Economic
Buyers Engaging and communicating with the economic issue is crucial but can be hindered by fear that “bigger people” will question the credibility of the questioner. An obstacle here can mean that the seller does not reach the right deals and thus loses the deal.
3. D – Decision Criteria
Barriers to sales can lead to avoidance of asking for specific decision criteria, for fear of being intrusive. This leads to a more superficial understanding of the customer’s needs and impairs the customization of the offer.
4. D – Decision Process
A salesperson who prevents them from being able to avoid the decision-making process, causing them to miss important details about which customers need to go through internally. It can mean lost time and delays when unexpected steps appear later.
5. I – Identify Pain Points
The fear of making the customer uncomfortable can prevent the salesperson from exploring the customer’s real problems and pain points. This prevents the seller from being able to present their offer as a solution, leaving the customer unable to see the value in moving forward with the purchase.
6. C – Champion (Internal Advocate)
Sales barriers can affect the willingness to actively nurture relationships with an internal champion. The seller may be reluctant to be supportive or risk burdening their champion, which means that they will not be as strong an ally in the process.
7. C – Competition
Talking about competition means that the seller must dare to compare and highlight advantages and disadvantages. An obstacle here can cause the seller to avoid these comparisons, which means that they miss out on opportunities to position themselves advantageously against competitors.
1. P – Paper Process
The closing phase often requires the seller to push to get the legal and contractual details in place, which can involve following up regularly and discussing details. Obstacles here can create a reluctance to “push” the customer, which can delay or even jeopardize the deal if all details are not handled correctly and on time.
Identifying and working with these 16 obstacles can therefore be crucial for selling. That the seller not only understands and follows the MEDDPICC process, but also handles each step with the confidence and determination required to close the deal. It is important that SALES OBSTACLES like MEDDPICC do not become a consulting product, but the Seller implements Meddpicc in their sales process and works with their Sales Call Reluctance seriously. It’s a great formula for success.
