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The Sixth Stepping Stone: Negotiate

on 20 Sep  Posted by Admin  Category: Internet Related  
by Karl Hourigan

As the buyer’s jour­ney con­tin­ues, each step­ping stone on the path to a pur­chase gets smaller. The good news is that if you are the ven­dor that has made it this far, there is less room at this step for other ven­dors to knock you off. As I men­tioned in Step 5, a pow­er­ful prin­ci­ple of influ­ence is Con­sis­tency and Com­mit­ment, and our human nature to stay on a path once we’ve set off. If you have been able to get some com­mit­ment from the prospect up to this stage, you are nearly there.

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