In the context of the CGP, TCI, BA framework, what should the focus be when discussing the implications of success?

The focus on understanding how success impacts their goals is crucial because it directly links the implications of success to the broader objectives that the prospects or clients are trying to achieve. This approach encourages a conversation that is centered around the client's aspirations and how achieving success in their specific context can drive them towards their desired outcomes. By prioritizing their goals, you can tailor your solutions and demonstrate how your offerings can contribute to their success, fostering a more meaningful and results-oriented dialogue.

While drawing connections between service offerings and prospects' needs is important, it doesn't delve deeply into the consequences of success for the client, nor does it align well with the strategic conversation centered on outcomes. Highlighting specific client success stories can be a valuable tactic as it provides social proof and can inspire confidence, but it may not necessarily connect the dots concerning the individual client's specific goals and the implications of achieving them. Establishing personal relationships with clients is also vital for building trust, but without a focus on how success interfaces with their specific goals, the relationship may not translate into actionable insights for achieving business success.