The buyer had told you that they were in the market for exactly what you were selling, and the timing couldn’t be better. The pricing was right and your solution met all the buyer’s needs but lo and behold the sale did not happen. Has this ever happened to you? If you are like me and many others, you have been in this situation before. Why does this happen? I had thought long and hard about it...
The three stages of the buying mindset
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