How do you uncover your leads’ needs and goals? Have you ever had a conversation where you did an especially good job getting your prospect talking? Share your stories in the comments below!
*To learn more about this, check out the Understanding the Buyer’s Context lesson via HubSpot Academy.
During a conversation with a lead, I would holistically ask a few probing questions such as:
The above is an approach that I’ve taken and have been successful in conveying a message that I am genuinely interested in learning about their needs and wanting to help resolve their challenges.
Ask questions.
As simple as that.
CGP, TCI, BA!!! Etched in my brain 
YAASSS!!! It’s funny, as we were building this course, I said to Brian Signorelli, “It’s a great framework, but that arcronym is too long. It’s impossible to remember.” But he said, “No, I’ve built my entire sales career on that framework. CGP, TCI, BA is everything.” Turns out he’s right! When I ask people what they learned in the Inbound Sales course, CGP TCI BA is always the first thing they mention.
Ask questions, you can’t be an expert on your customers business but, you can trough questions understand how your product or service can improve their situation.
Great point! Your customer is the expert on their business, and you are the expert on your product and the problem it solves. If you can talk expert-to-expert and come into alignment on a path forward, that’s a powerful thing.
By establishing their commitment to a challenge by asking them what their solution would be!
We ought to understand leads why they interact through awareness stage?
And then understand their preferences
In my previous career as a Marketing Research Manager, we conducted focus groups and quantitative research to uncover Prospects unmet needs.
CGP, TCI, BA thats it!
I use open ended questions & probing questions to understand more about their challenges and needs. Ask them about the plans and strategies that they have in place to achieve their goals & how much have they helped them so far.
YAASSS!!! It’s funny, as we were building this course, I said to Brian Signorelli, “It’s a great framework, but that arcronym is too long. It’s impossible to remember.” But he said, "No, I’ve built my entire sales career on that framework. CGP, TCI, BA is everything.
We have identified our leads based on the registration process. We have 3 stages of registration, started with the quick registration, then upgrade, and activation. We are usually identified our prospect needs in the second phase when they request to upgrade their account as we ask them specifically which of our product they want to use.
CGP,TCI,BA is all what it takes
The best “salespeople” I have ever met have been scientists and mathematicians. Those guys KNOW how to ask great questions! Assuming all research is thorough, by asking the RIGHT/UNIQUE/THOUGHT PROVOKING QUESTION, you SHOW your client how much of an expert you truly are. The wrong question at the wrong time might show how :unprepared, inexperienced, disgorzanized you might be, (whether that’s true or not).
A wrong question would be “what made you start your business?” when the information is on the website. The right question would be “I saw on your bio that Arnold is your idol, what were your thoughts on what he said last week on climate change?” (That’s just for rapport). On the business “I see you have the epsonv2019, what are your thoughts on the future of the epson line? Have you thought about the 2025 change of strategy initiative?”
I love this, @MrOneCarlos! Questions are extremely powerful, but I never thought to connect that to scientists and mathematicians. So smart!
As a company specialized in Domotics and BMS there are many cases in which we have used CGP, TCI, BA many of our calls these concepts
TO be able to approach our projects with clients (Torre Fluss Housing Complexes) among some that I can mention and bring our quotes to fruition
I worked for a company that sales internet, cable and mobile services. I used probing, open-ended questions to guide the customers into telling me what devices their households consists of. The internet questions always allowed me to guide customer into telling me information about their mobile provider. Because I have to know what devices are connected to the internet to ensure they have the best speed. Those questions then lead me to probe streaming question to see how much they stream and what they stream. The customers would open up the lines for me to introduce cable into my package pitch at the end of the call. Even though the customer only called in for internet, I was able to offer them internet, mobile, and cable all at a discounted rate. With the perk of having all bills housed under one roof, contract buyouts and a discounted rates to seal the deal.