Their strengths and weaknesses

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Who on your management team is most excited about our solution?
Who has been most enthusiastic about our solution during internal meetings?
Qualifying questions to assist your champion could include:

What barriers do you face when promoting our solution internally?
How can I help you prove to your colleagues that our solution is necessary?
8. Competition
I’m going to let you in on a secret—your prospect is considering other solutions behind your back!

Actually, they’d be silly not to. But it means more work for you.

The last stage of the MEDDPICC method is to understand, analyze, and outmaneuver your competition. It’s about staying one step ahead and giving yourself a competitive advantage.

First, you must unearth as much information as possible about the competitors your prospects are considering. Try to find out:

Who they are and what they offer
Their pricing and pricing structures
What makes them unique in the marketplace
What makes them different than your solution
Create a list of competitors alongside all the market insight and customer feedback you can gather. Also, analyze your work in the previous steps and find where you have a clear competitive advantage. Then, use that information to articulate why your solution offers superior value.

You can use unique selling propositions (USPs), case studies, testimonials, or direct comparisons. Focus more on propping yourself up over bashing the competition. You’ll fare better by actually providing value rather than just sh*t-talking.

Also, consider that your competition can be an existing solution, a homegrown solution, or no solution at all. Make sure you’re clear about why your offering is better than those options as well.