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.