The decision-making criteria revolve around usually three levels of desire: must have,should have,and would be nice to have.

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Every purchase is made with decision-making criteria in mind, either consciously or subconsciously. Find out what they are for your prospect and the prospect's company. Within those criteria, there are usually three levels of desire: must have, should have, and would be nice to have. Be clear about these levels and how they create limits for negotiations.
Multiple Choice Questions

The Decision-Making Criteria Revolve Around Usually Three Levels of Desire