Added on July 14, 2013
Ray Collis
Buyer Emotions , Buyer Motivations , Buyer Psychology , Buying Process , Needs Analysis , Sales Process
![The Customer’s Hidden Agenda The Customer’s Hidden Agenda](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F07%2Fhidden-agenda-in-sales.png&q=90&w=650&h=300&zc=1)
The Customer’s Hidden Agenda
![The Customer’s Hidden Agenda The Customer’s Hidden Agenda](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F07%2Fhidden-agenda-in-sales.png&q=90&w=650&h=300&zc=1)
Is Your Needs Analysis Only Scraping The Surface?
What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer’s more fundamental underlying needs and motivations remain hidden.