Name the Economic Buyer Early
Identify the economic buyer and why that changes deal strategy.
The move: separate preference from authority. A common new-business mistake is treating the most engaged person as the buyer. MEDDICC prevents that by forcing evidence for authority and value. The economic buyer is not always the most senior person in the room, but they are the person whose approval converts pain into funded action. Ask for the economic buyer neutrally. You are not trying to bypass your contact; you are trying to help them build a case. A clean question is, “When this reaches final approval, who will weigh the business impact against other priorities?” That respects the contact and…
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