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 August 16, 2010 John O' Gorman Buyer Needs , Needs Analysis , Requirements Definition , Solution Definition
Remember Buyers Can See in 3D!
Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers. In particular they fail to consider all those ingredients –particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which as […]