Page 78 - UCSSW 4.1

UCS Commercial Qualification

Consultative Solution-Oriented Discovery

Pain Budget
Is there a business problem with quantified Is there budget available?
impact?
• The more quantified pain, the bigger the deal Owner
• Emotionalized: “concerned”, “bothered”, etc. Who has the authority to make the decision
and who accountable for success
Need
Is there a Business requirement Timeframe
• Qualified Need: Must pay to fix. “I need to…” When is the Decision Date

Driver Fit
Is there a Project, Initiative, Regulation Do our solutions off the correct Functionality?
(compelling event) • Qualified Solution: Must pay for the solution

Must They Do Something? Why?