A relationship builds as a sequence of steps follow one another. There are always plenty of reasons why a person changes her mind and wants out (or returns the product) afterwards.That?s why even free offers can be a hard sell. These were people motivated enough to attempt to buy, and gave up. These steps get riskier (for you as well as them) whenever you specifically ask them to do something more.Choice points are precisely the places you?re most likely to lose them – when they bail out of the process.Kinds of buyer choice points – Come into [...]
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