Page 144 - UCSSW - UCS Sales Workshop

UCS Commercial Qualification

 Consultative Solution-Oriented Discovery

 Pain Is there a business problem with quantified impact?

 The more quantified pain, the bigger the deal
 Emotionalized: “concerned”, “bothered”, etc.

 Need Is there a Business requirement

 Qualified Need: Must pay to fix. “I need to…”

 Driver Is there a Project, Initiative, Regulation (compelling event)

 Budget Is there budget available?

 Owner Who has the authority to make the decision and who accountable for
success

 Timeframe When is the Decision Date

 Fit Must They Do Something? Why?

Do our solutions offer the correct Functionality?

 Qualified Solution: Must pay for the solution