Competition (Co)
Knowing who you are competing with is extremely important when it comes to really understanding the opportunity and your customers’ or prospects needs.
The Competition element in MEDDPICC ensures that you know who your competitors are, what the prospect thinks of them, and what value you provide that the competitor(s) don’t. This helps your team tell a more compelling story about how your product is different from the competition by building better talk tracks and scripts.
Once you understand the competitive landscape of the opportunity, you must identify Planet’s key differentiators.
Questions to ask?
- Who else is the prospect considering?
- What do they think about them in relation to you?
- What is your edge?