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How customers buy, why they don't, and how you can change their minds

from By Terri Williams

If your company offers a great product or service, it can be difficult to understand why everyone isn’t lining up to buy it. Who wouldn’t want something this great? What possible reason could anyone have for not purchasing what you’re selling? It turns out that there are a lot of reasons customers — both individuals and companies — choose not to make a purchase. Understanding these reasons requires understanding how they make buying decisions, and armed with this information, you’re in a better position to overcome any objections. more

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