GPCTBA C&I: The sales framework that can make or break your business GPCT Webinar : How to be Consultative and Make Accurate Diagnoses in SalesOn December 1, 2021 by blog-admin
It is exactly to understand and be able to map all this information about the lead that we use sales frameworks.
Anyone working in sales is very familiar with BANT, which stands for Budget, Authority, Needs, and Timeline.
This classic qualifying sales framework guided the efforts of all sales teams for a long time, showing the path that should be followed to close a deal.
In the end, all salespeople who followed this process were successful in achieving their goals but felt that there was a lot of room for improvement. But what could be done to further leverage a company’s business results?
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It was at this point that the GPCTBA C&I emerged, an even more complete sales framework for qualification.
You still don’t know the GPCTBA C&I? Want to better understand how it works? And more than that, do you want to understand how this alphabet soup can determine the failure or be the success of your company?
So come on, I’ll introduce you to the best sales framework you could ever meet!
GPCTBA C&I and your company’s business process
Every company has a business process, whether formalized or not. The bigger question revolves around whether it is actually effective. And from our experience, team of Capital Smart City know that most ventures fail miserably when it comes to qualifying their leads.
Even the most organized, which have structured business processes, chose the wrong way to qualify.
Can you imagine these days selling using only BANT? Raising budget, authority, need and understanding the right timing to sell actually helps to make a sale. But alone, they only give 50% of the information a salesperson needs to be successful.
Now, you reader, you must have reached the same conclusion as I did. If BANT only gives you 50% of the way, your team is working at only 50% of their capacity.
This may not be noticed in good times, as companies end up getting good numbers even without performing an excellent job. This reality only comes to light in crises, when the chaff is separated from the wheat.
Have you ever imagined your business managing to reach only 50% of its potential in a time of recession? This has a name: bankruptcy! Do you want to understand how to reach the other 50% and save your business? Adopt the GPCTBA C&I.
How GPCTBA C&I Can Leverage Your Sales
We’ve already discussed at length how BANT can’t give all the way the seller needs to achieve a strong result. And that’s why the GPCTBA C&I was created.
Blue World City sales team, responsible for formalizing this sales framework, joined BANT with some essential points for a good qualification.
Adding Objectives (G), Planning (P), Challenges (C), Timing (T), Negative Consequences (C) and Positive Implications (I) to the commercial discourse, the salesperson is able to gather all the information he needs and work on the sale of more personal way.
Who doesn’t want to leave the lead like that? Ha-ha
Rather than just focusing on technical points, you can work on each of these new terms in more depth. This is because GPCTBA C&I is a sales framework that investigates not only the professional scope of the lead, but also the personal one.
Unlike some other terminology, the GPCT is quite explanatory. But that doesn’t mean that it is simple to be executed in practice. So please explain it in detail now.
G (Goals) – Goals
When we talk about goals, what do you understand? Salespeople tend to think about goals only in the professional sphere.
It’s something like: “My lead said he needs to sell 30% more to reach his goals, so I’ll base my speech on that”.
But does selling more stand alone in this equation? In practice, we know not. We can say that it is a means to reach another goal.
If we are talking about a commercial manager, we can say that his objective is to earn more money for the company in order to leverage his career. If he’s getting married, he might want a higher commission to fund the party or honeymoon.
In the end, we realized that a more complex sales framework is needed, which deepens the conversation a little more during the negotiation, to raise the lead’s real ambitions.
This type of information can greatly shorten your sales cycle, helping your company to sell more, in addition to fostering your networking.
P (Plans) – Planning
Basically, planning is how the company/individual intends to achieve a specific objective. This is when the salesperson must prove necessary for the lead.
When surveying the step-by-step that the company intends to follow in order to grow, it must show whether this path makes sense or not. By posting as an expert, he can generate more rapport and facilitate the sale.
But is that just what P is all about? We know not.
Imagine that the decision maker within your lead is a commercial director who has a clear growth goal. But what does he really get out of it? Achieving it, you get a raise, higher commission and even a percentage of the company (depending on the model that is inserted).
However, if the result is not ideal, he may even be fired. So this director’s personal planning can make all the difference.
As a salesperson or manager of a commercial team, you can give him the tools to plan better, via advice during the negotiation or even with the indication
of study material.
It is possible to align both the professional and the personal aspects. And in the end, even if the sale doesn’t go through, your company may find a promoter.
C (Challenges) – Challenges
Do you really know the challenges that hinder your lead on a day-to-day basis?
Think of the following situation: your lead does not have an Outbound email automation tool and ends up prospecting all day. In the struggle to reach his goal, he ends up arriving home late, which greatly impacts his relationship with his family.
This wear in the lead’s life accumulates and hinders the evolution of your relationship with him. When you, the seller, are going to offer a solution, this association is vital and necessary.
How would you approach a lead in this state?
Through indirect questions, it is possible to raise your lead’s routine outside of work and check whether the challenges of the professional environment are impacting his personal life.
Bringing these two points together, it is possible to build an even richer and more targeted commercial discourse. Not to mention that it’s difficult to make a sale that accurate and leave the lead unsatisfied, isn’t it?
T – Timeline
This part of the process really only involves the professional aspect. Many companies have well-defined purchasing processes, which are only circumvented in case of extreme need.
Finding out how this process works is vital to know how to evolve negotiations and offer your service at the right time. Furthermore, it is impossible to generate urgency in your lead when there is an internal process in his company that prevents you from doing so.
If it does not have a clear purchase process, which is common in small and medium-sized companies, the timing is much more linked to the market moment.
If your product solves a clear problem the lead has, timing will always be good. Therefore, generating urgency is vital to creating the right timing. And this is done by showing that postponing the purchase of your solution will make the lead company lose money, either wasting it on other things or not earning more.
B (Budget) – Budget
Unlike the other points, the budget part does not take into account the human factor and refers only to the company. It is necessary for the seller to validate how much money your lead has to spend and assess two points:
- How far he can negotiate;
- Whether the lead is able to pay for your product.
The second point is a very clear sign that the seller must close the deal. The first point shows what margin he can achieve on his sale.
Once the seller submits a proposal, it is still possible to see what value the lead saw in the solution being offered. If he wants to pay a lot less, he probably doesn’t see the value of your solution.
So, here’s the tip. If a lead doesn’t want to pay the amount being offered, there are 3 possible scenarios:
- He doesn’t have enough money;
- Did not see the value;
- Your proposal has an unrealistically high markup.
A (Authority) – Authority
This part is very simple. The salesperson needs to understand, during the sale, how their lead’s decision-making process works.
The purpose of this is to know if the lead’s internal influence within the organization is that of a decision maker, influencer or end user.
The Question That Can Cost a Sale
In some organizations, it is not possible to talk to the decision maker. So the seller needs to know how far he can walk with the influencer to close the sale.
In others, a single person can assume all these classifications. Therefore, pay close attention when shaping your commercial speech.
You could be wasting a silver bullet on a weak target or failing to prioritize a strong decision maker!
C (Consequences) – Negative consequences
In the GPCTBA C&I sales framework, few points affect both the personal side of the lead and the negative consequences. Just look at the following example: if he doesn’t buy your solution, which would increase results by more than 50%, he’s missing out on a promotion, right?
Now let’s make things a little more hardcore.
Caso the lead of the company is to cash difficulties, selling 50% more may mean survival, right? So, failing to purchase your solution could mean a possible dismissal…
Do you now understand how your commercial speech can impact the personal and professional aspects of your lead? The negative consequences work the fear factor within the qualification. And we, sellers, know how fear is a determining factor in the purchase decision.
I (Implications) – Positive implication
Purchasing a solution that can generate productivity gains (whether by reducing costs or increasing revenue) can lead to a promotion or increase.
After all, it made your company more efficient. Like the negative consequences, the positive implications work hard on your lead’s opportunity factor.
Showing a promising future to your lead can be the difference when selling.
How GPCTBA C&I can make your business fail
One problem that seriously affects humanity is duality. People tend to believe, in most cases, that there are always two options, a good one and a bad one. In sales, this is no different.
Many salespeople, managers and directors do not understand that multiple methodologies can work together.
When I say that GPCTBA C&I can make your company fail, I am referring to the fact that some managers use it instead of another sales framework.
It is common to give up SPIN Selling, for example, to use GPCT. Little do they know that one methodology is complementary to another. In the end, it’s like owning a Ferrari and taking a part out of the engine expecting more performance: it doesn’t make sense and can even stop your engine from running. 😉
Conclusion: A sales framework can lead you to success if used well
My goal in this text is to show you that, as simple as a sales framework may seem, there are several different interpretations of its execution.
Rather than just looking at the professional side, you can discover aspects of your lead’s personal life and increase the success of your sales approach. Now that you know this, do you want to change your approach?
Tell me in the comments!
We know that many experienced sales reps instinctively already use this sales framework. But knowing the logical path that leads to better conversion rates makes it even easier to make good sales.
Take the opportunity to learn more about sales qualification in our eBook in partnership with PlugCRM. Just click on the image below to download it completely free.