Added on August 8, 2013 Ray Collis Business Case , Buying Process , Buying Psychology , Buying Rationale , Needs Analysis , Requirements Definition , The Hidden Agenda
Strategies For Identifying Hidden Requirements
Strategies you can employ to powerfully connect with the buyer’s hidden agenda. That is the ‘un-written’ buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.
Added on May 14, 2013 Ray Collis Business Case , Buying Process , Buying Psychology , Buying Rationale , The Buying Decision
Understanding Buyer Psychology
Buying decisions are generally more complex than they may at first appear. We look behind the buyer’s stated rationale for the decision and to uncover the psychology that is often hidden.