Here's an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect's goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
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Correct answer: TCI.
Why this is the answer
HubSpot’s TCI section includes timeline , consequences , and implications . The agenda addresses what happens if the buyer fails and what happens if the buyer succeeds, but it does not include timing. Without a clear timeline , the salesperson cannot understand urgency or work backward from the buyer’s desired outcome. A complete explore phase needs timing before moving into budget and decision process.
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