Why Customers Don’t Buy
The real enemy of salespeople today isn’t their archrivals; it’s no decision. What is it that prevents a prospective customer from making a purchase even after they have conducted a lengthy evaluation process? The reasons may surprise you.
Regardless of the prospective customers’ confident demeanor, on the inside they are experiencing fear, uncertainty, and doubt while making their selection. The stress this creates serves as the … [ Read more ]
Content: Article | Author: Steve W. Martin | Source: “Harvard Business Review” | Subject: Marketing / Sales