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Earlier this year, I wrote about the expected change in buying behavior. The predicted consumer behavior has indeed become a reality, causing many local companies grief. Fortunately, the consumer spending trends seem to be simply causing a lengthened sales cycle, not a decision not to purchase at all.
So…what’s the hold up?
The cause of a lengthening sales cycle is fundamentally found in a company’s inability to meet the consumer’s needs/perceived needs. As news media presents story after story of foreclosures and stock market instability, your buyers need to be reassured that hiring you is right decision.
What to do…
In most situations, you already have the ability to meet the needs of your customer. My guess is, if you’re getting resistance from your buyers, you simply have not changed your approach.
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