Interview method

Part 6 — Sales and business development

3 sales-qualification methods, from simplest to most complex: SPIN for surfacing a need in a discovery meeting, BANT for qualifying an opportunity in 15 minutes, MEDDIC for mapping a complex enterprise deal with several decision-makers.

Client discovery SPIN Situation, Problem, Implication, Need-payoff. A sequence of questions for surfacing the real need before proposing a solution. Long cycle · Discovery meeting Quick qualification BANT Budget, Authority, Need, Timing. Qualifies an opportunity in 15 minutes before investing time in a detailed proposal. 15 min · Before the quote Enterprise accounts MEDDIC Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, Champion. Maps a complex deal with several decision-makers. Long cycle · Six-figure-plus deals

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