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What is the goal of the Discovery phase of the WRS Process?
To gather information from the customer about
How many need areas are there in the WRS?
Primary Interest - Gives us the desired result
Buying Criteria - Gives us the requirements of the sale
Risk vs Reward - Gives us the cost of no action vs payoff of action
Individual Motive - Gives us the decision makers emotional drivers
What are the need of the customer