Question: Here's an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming them. 3. Explore their timeline and discuss the consequences of inaction and the implications of success. 4. Explore budget and authority. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
- CGP
- TCI
- BA
- It’s fine as is
Explanation
HubSpot’s CGP section includes challenges, goals, and plans. The agenda covers the buyer’s difficulties and intended actions, but it does not include a clear discussion of desired outcomes. Without goals, the salesperson cannot connect the buyer’s problem to what they are trying to achieve. A complete explore phase needs all three parts before moving into timing, impact, money, and decision roles.
Why the other options are incorrect
TCI is already addressed through timing, consequences of inaction, and implications of success.
BA is already addressed through budget and authority.
It’s fine as is is incorrect because the CGP section is missing goals.
Source for verification
https://academy.hubspot.com/lessons/understanding-the-buyers-context
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