Use your CRM to organize qualifying information. Create specific fields for Goals, Plans, Challenges, and Timeline, ensuring you capture valuable insights during meetings.
2. Train your team
Applying GPCT requires practice and alignment. Hold workshops for your team to learn how to ask strategic questions and interpret the answers.
3. Use GPCT as part of the Discovery Call
During your first meeting with a client, use the GPCT as a guide to guide the conversation. This helps build rapport while you gather crucial information.
4. Prioritize the most qualified leads
Based on the answers, identify the leads with norway phone numbers the highest potential and focus your efforts on them. Leads that don’t have clear goals or defined deadlines can be discarded or nurtured over time.
5. Create personalized proposals
Once you understand your client’s goals, plans, challenges, and deadlines, create a proposal that shows exactly how your solution meets their specific needs.
Practical example of GPCT in action
Let’s imagine a technology company that sells a marketing automation solution. During the discovery call, the salesperson uses GPCT to qualify the lead:
Goals: “We want to increase our lead generation by 30% in the next 6 months.”
Plans: “We are considering investing in a marketing automation tool.”
Challenges: “Our sales team doesn’t have time to manually qualify leads.”
Timeline: “We need a solution implemented by the next quarter.”
With this information, the salesperson can present a solution aligned with the customer's objective, highlighting how automation will reduce time spent on manual tasks and increase team efficiency.
Real benefits of GPCT
Companies that adopt GPCT in the sales process report benefits such as:
Increased conversion rates: Focus on more qualified leads.
Shorter sales cycles: Better understanding of customer timing.
More personalized proposals: Solutions tailored to real needs.
Additionally, GPCT strengthens trust between seller and customer, as it shows that you truly understand what they need.