From the course: How to Run an Effective Sales Deal Review
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Don't drop the M-I-C in the sales deal review
From the course: How to Run an Effective Sales Deal Review
Don't drop the M-I-C in the sales deal review
- You've heard the expression, "Drop the mic." Perhaps you've seen people drop the microphone on stage to signify victory. I like to use a version of this expression when coaching deal reviews. I call it, "Don't drop the mic." To me, mic or MIC is an acronym. Each letter helps to remind you of a very important word. M stands for metrics, I stands for implicated pain, and C stands for champion. Without a clear understanding of the metrics around the deal, the pain in the deal, and the person driving the deal, the rest of the deal is immature or just not ready for review. Metrics remind you of the need for your salesperson to prepare to be coached on numbers, numbers of employees, numbers of servers, numbers of offices. Numbers really matter because numbers help to build a business case to prove return on investment. I or implicated pain reminds you of the need for your salesperson to be coached on the problem, issues, or challenges facing the prospect. Is something really a problem?…
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