- Rapport building
Here’s An Agenda That Follows The CGP, TCI, BA Framework: 1. Ask How Business Is Going, Review What You’ve Already Talked About, Lay Out The Plan For This Conversation. 2. Ask About Their Challenges And Goals. Discuss Their Plans. 3. Ask About Their Timeline. Uncover What They Stand To Lose And Gain. 4. Find Out Who Else Needs To Be Involved In The Decision To Buy Or Not Buy. In This Agenda, Which Part Of The CGP, TCI, BA Framework Needs Improvement?
CGP TCI BA It’s fine as is Download HubSpot Inbound Sales Certification Exam Answers (PDF)
After you’ve confirmed the buyer’s budget and authority When the buyer answers one of your calls or emails When the buyer confirms they’re interested in discussing a goal or challenge with you As soon as you begin researching the buyer’s context and needs Download HubSpot Inbound Sales Certification Exam Answers (PDF)
“How have decisions like this been made in the past?” “Who else needs to be involved in this decision?” “Do you typically discuss things like this with anyone in your family or with another trusted advisor?” “Are you the right person for me to be talking with?” Download HubSpot Inbound Sales Certification Exam Answers (PDF)