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Functional Needs & Wants
Describe the specific tasks or problems that a product or service will need to solve
For example, helping the prospect to eat healthier, walk more comfortably, and/or professionals close more sales
Social Needs & Wants
How prospects want to be perceived by others.
For example, to gain status, seem trendy or move up the social ladder
Personal/Emotional Needs & Wants
Are about feeling good, secure or having peace of mind
For example, regarding retirement planning, physical attraction or job security
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