Why are clients sometimes uncomfortable discussing the “why” behind a particular business process, and more comfortable discussing individual technologies?

May 1, 2023

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Why are clients sometimes uncomfortable discussing the “why” behind a particular business process, and more comfortable discussing individual technologies?

They may not understand the value of a platform audit yet. Take time to educate them on the benefits of platform auditing
They might be unclear as to why they need to do an audit if they already feel strongly about removing/adding a particular app from/to their platform
They might be unaware of opportunities to integrate a given technology with HubSpot
All of the above

HubSpot Platform Consulting Certification Exam
Study Guides and All Correct Answers

Scenario: You’re discussing platform goals with your prospect for the first time, and they suddenly start expressing doubt about some of the ideas you’ve suggested. While it seemed like they were initially excited about cancelling unnecessary SaaS app subscriptions, they’re worried about the downstream impact on their business. How do you reassure them and avoid derailing your discussion?

True or False? Reactive conversations require you, the Solutions Partner, to defend HubSpot’s platform, technology, and services against negative perspectives, no matter what the perspective is.

Why are clients sometimes uncomfortable discussing the “why” behind a particular business process, and more comfortable discussing individual technologies?

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