Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?
Rapport building
CGP
TCI
BA
Explanation: The selected answer is TCI (Timeline, Consequences, Implications). The paragraph from the recap email addresses the prospect’s timeline, consequences of inaction, and implications of success, which are key components of the TCI framework within the explore phase. It outlines the timeline by stating the urgency of needing to move into the new office space before the end of the quarter. It discusses the consequences of inaction by highlighting the potential negative impact on the prospect’s ability to achieve their hiring goals if they don’t relocate into a larger space. Furthermore, it explores the implications of success by noting that the amenities included in the space they’re considering will aid in attracting new talent. By summarizing these aspects, the email effectively recaps the information gathered during the explore phase, helping to reinforce the understanding of the prospect’s situation and facilitating the progression of the sales process. Therefore, this paragraph accomplishes the objectives of the TCI phase by addressing the prospect’s timeline, consequences, and implications.
