MovingBuyWindow.indd

MovingBuyWindow.indd - contact. If no next step is...

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Moving Buying Window™ Buying Window Contacts made before the prospect’s buying window is active are not successful as signiF ed by the black arrows. Contact made after the prospect’s buying window is active results in a sale as signiF ed by the red arrow. Contacts should be made at regular intervals since it is difF cult to predict when the prospect’s buying win- dow will become active. The next step should govern the frequency of
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Unformatted text preview: contact. If no next step is established, optimum contact frequency is 6 times per year and minimum frequency is 4 times per year. The buying windows of prospects are moving in time as indicated by the blue arrow. When their needs are satisF ed, the buying window closes. When needs arise, the buying window is activated. In many cases, it is difF cult to predict when the buying window will be active because prospects often do not know themselves. 1 2...
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