The MEDDICC Mindset — 12 Presuppositions to Win B2B Sales Faster
- Jens P Edgren
- Nov 7
- 2 min read
Top-performing B2B sellers don’t just use MEDDICC — they embody the MEDDICC Mindset. By combining NLP principles with MEDDICC mastery, they turn complexity into clarity and resistance into momentum. In this post, we explore 12 empowering presuppositions that help you win faster, lead smarter, and sell with conviction.
1️⃣ Every Account Has a Champion- MEDDICC Mindset
My job is to find and grow them. If I don’t see them yet, they’re hidden, not missing.
Don’t look for influence — develop it through trust, value, and shared wins.
2️⃣ Decisions Are Driven by Emotion, Justified by Metrics
Speak to both feelings and facts. Logic makes people think; emotion makes them act.
Engage both the heart and the spreadsheet to accelerate decisions.
3️⃣ There Are No “No-Budgets”
Budget appears when value is undeniable. Build conviction, not discounts, and the money will follow.
4️⃣ Guide the Customer’s Buying Process
You can’t replace their process — but you can elevate it. Show how top buyers decide, and they’ll follow your lead.
5️⃣ A Stuck Deal Is Feedback, Not Failure
Every stall reveals what’s missing — champion, metric, or criteria.
6️⃣ People Support What They Help Create
Co-create the solution and elevate problem awareness.
Ownership builds commitment.
7️⃣ Resistance Is a Request for Clarity
Objections are interest — not rejection.
Curiosity turns tension into trust.
8️⃣ Every Buyer Is Doing Their Best
Win by educating, not pushing.
Replace pressure with perspective.
9️⃣ I Am Responsible for Creating Momentum
Deals move when I take smart action.
Every meeting adds energy — or drains it.
🔟 Value Is Created in the Customer’s World
The deal advances when their success is clear.
Selling isn’t about transferring enthusiasm — it’s about translating impact.
Bonus for MEDDPICC Coaches
1️⃣ Coach to Questions, Not Answers
Curiosity drives ownership.
Coach thinking, not talking points.
2️⃣ A Weak Champion Today Can Be Strong Tomorrow
Influence grows through guidance.
Are you giving it?
Join the MEDDICC Challenge — 10–12 December
Sharpen your mindset. Upgrade your process. Close your year stronger than ever.
Closing Thought
The MEDDICC Mindset is more than a framework — it’s a philosophy of leadership. Sellers who adopt these beliefs close deals faster, build trust deeper, coach better, and create customers for life.
Book a Meeting with Jens Edgren
Check Out Our Sites :
MEDDICC books can be found here
The New MEDDICC Book on Amazon
Find MEDDICC courses on UDEMY:
https://www.udemy.com/course/meddicc-sales-training-sell-more-faster/?couponCode=C2D879C93B24C7D6B7CE
Find MEDDICC Audio Books
The New MEDDICC Audio Book on Apple Books
Need more info? Check out our FAQ Page https://www.meddicc.se/faq we’ve compiled everything you need to know in one place.
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