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Needs Analysis

  1. What is the goal of the Discovery phase of the WRS Process?
    To gather information from the customer about THEIR NEEDS
  2. How many need areas are there in the WRS?
    Four
  3. First Need
    Primary Interest - Gives us the desired result
  4. Second Need
    Buying Criteria - Gives us the requirements of the sale
  5. Third Need
    Risk vs Reward - Gives us the cost of no action vs payoff of action
  6. Fourth Need
    Individual Motive - Gives us the decision makers emotional drivers
Author
83Skeeter
ID
343758
Card Set
Needs Analysis
Description
What are the need of the customer
Updated

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