SO SORRY... MEDDPICC IS NOT A SALES PROCESS - IT IS JUST A SHOPPING LIST...

Summary

The transcript compares the sales process to cooking a big meal, highlighting that while a shopping list (sales process) helps identify the ingredients, it doesn’t teach you how to actually make the meal. The key takeaway is that salespeople often focus on gathering the elements of a deal, but the real challenge is in understanding how to guide prospects through the buying process and close the deal. Sales teams must shift focus from just qualifying prospects to mastering the art of closing, ensuring clients know how to buy.

Takeaways

• 😀 The sales process is often misunderstood as a simple list of ingredients, like a shopping list for a meal.
• 🍳 While the shopping list (ingredients list) is important, it does not teach you how to cook (complete the sales process).
• 👨‍🍳 Many salespeople focus too much on the components of the sales process without learning how to actually close the deal.
• 🍽️ A successful sales process is more than just understanding the elements—it’s about knowing how to make the sale come together.
• 🦄 Some companies or 'unicorns' may succeed by simply taking orders, but this doesn't help in complex sales situations.
• 💡 The real challenge in sales is knowing how to guide clients to buy, not just qualifying leads or understanding the elements of the deal.
• 🛠️ Salespeople need a clear method or plan to close the deal, not just a list of requirements or conditions.
• 📚 Knowing how to sell is important, but understanding how the client wants to buy is critical for success.
• ⚙️ The sales process should be designed to help you navigate how to actually close the deal, not just gather information.
• 💬 A sales process should aim to guide the customer through buying, not just lead them to the point where they make a decision.

Q & A

What is the analogy used in the script to explain the sales process?

The script uses the analogy of cooking a big meal. The ingredients list is compared to a sales process, but while it gives an idea of what's needed, it doesn't teach you how to make the meal. Similarly, a sales process provides elements or ingredients but doesn't explain how to close the deal.

What do 'unicorns' refer to in this context?

In the script, 'unicorns' refers to salespeople or companies that are highly successful and can take orders easily, likely because their process is mostly about fulfilling inbound demand. They operate in a way that resembles taking orders from a shopping list.

How does the script differentiate between 'taking orders' and 'making the meal' in sales?

Taking orders is likened to following a shopping list, where you fulfill what's already decided. In contrast, 'making the meal' involves actively creating something from those ingredients, which in sales means navigating the process to close a deal effectively, rather than just following the listed elements.

Why does the script suggest that the shopping list is not enough for closing a deal?

The shopping list (or ingredients list) provides essential information about what is needed, but it doesn’t explain how to make the meal. Similarly, in sales, knowing the elements (like qualification) of the deal isn't sufficient; you need a method or strategy to actually close the deal.

What does the script say about clients and their understanding of the sales process?

The script points out that while salespeople may know how to sell, clients often do not know how to buy. This suggests that clients might not be familiar with the steps or strategies needed to successfully engage in a purchase decision.

What does the script imply about the importance of teaching the process of closing deals?

The script implies that having a sales process is important, but it is equally crucial to teach and understand the steps required to close the deal, not just to identify the elements of the deal. The process should guide salespeople on how to move from initial contact to a successful sale.

What might the 'ingredients list' represent in a sales context?

In a sales context, the 'ingredients list' represents the necessary components or elements needed to qualify a deal—like the product features, customer needs, and key decision factors. However, this list alone doesn't provide guidance on how to navigate the sales journey to close the deal.

What does the script suggest about sales processes that only focus on qualification?

The script suggests that a sales process that only focuses on qualification (such as identifying the ingredients) is incomplete. While qualification is important, it doesn't provide the full picture or strategy required to convert potential customers into actual buyers.

What is the role of the sales process in closing a deal according to the script?

The role of the sales process, as explained in the script, is to not just identify the elements of the deal (ingredients) but to provide a clear path on how to actually close the deal—transforming the elements into a successful outcome.

How does the analogy of cooking a meal relate to the skills required in sales?

The analogy emphasizes that just having the right ingredients (elements like product features and client qualifications) is not enough. In cooking, you need the skills and instructions to combine those ingredients effectively. In sales, you need a strategy or process to bring together the various elements and successfully close the deal.