MEDDIC: What happens if you have no Pain?


In fact, some elite sales organization’s put so much emphasis on the M, I, and, C that you will be unable to get sales engineer support if you don’t have Metrics, a Champion, and a good understanding of the Pain.

But, above all else, whatever stage you are in the sales process, if you don’t have Pain you don’t have a deal. It is as simple as that.

We have all closed deals with no Champion, no access to the Economic Buyer, no clearly defined Metrics of Decision Criteria, and without an understanding of the Decision Process or Paper Process. But, I have never seen anyone sell a deal without Pain.

Put simply:

No Pain, No Gain.

Arnie, or someone with similar amounts of muscle 💪

Or put less simply:

MEDDIC MEDDICC MEDDPICC Pain Identify the Pain Implicate the Pain

But seriously though, do you have any deals at the moment where the customer doesn’t feel the pain? Either change something pronto, or get out of them!