deal-qualification-meddiclisted

# deal-qualification-meddic ## When to use - A single deal needs a qualification call construction or a re-qualification mid-cycle — the deal is in pipeline but the team cannot answer *"who signs, on what criterion, against what pain, by when"* in writing. - Disqualification is overdue — a deal has slipped two stages or two quarters and the team is reluctant to walk, so resources are bleeding into a cell that should not be in pipeline. - A rep keeps reporting *"strong champion"* but the deal stalls — qualification needs to separate champion confidence from economic-buyer reality. Do NOT use to design pipeline stages (route to `pipeline-strategy`), construct the forecast call (route to `forecast-accuracy`), or build cross-deal pattern libraries (out of scope — this skill is single-deal qualification, one cycle). ## Cognition cluster - **Mental model 30 — Inversion.** Do not ask *"why should this deal close?"* — ask *"name the reason this deal will not close."* If no answer survives, qualification is incomplete; if the answer is load-bearing and the team has no countermeasure, disqualification is the call. See [`docs/contracts/mental-models.md`](../../../docs/contracts/mental-models.md) § 30. - **Mental model 9 — Hypothesis-driven thinking.** Each MEDDIC slot is a hypothesis with falsification evidence. *"Mary is the champion"* is a claim; *"Mary briefed two peers without us in the room and reported back unprompted"* is evidence. Slots without evidence ar