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A friend of mine recently had the need to change his company car. There was a massive choice for him in the price range that he had been given, so he had to narrow the choice down using a series of questions. Based on his chosen criteria, he judged which would be the best car for him to go for….
Customers often use delaying tactics and techniques for many reasons. In fact Doug Hall, in his book “Jump Start Your Marketing Brain” cites research studies that have identified over 80 reasons why customers delay making a decision. Interestingly, those delays can be amalgamated into five key reasons. Now, it’s not about forcing customers to make decisions (both you and they…