The Economy Changes How Buyer's Buy

According to the author of Boomer Selling, buyers are really slowing down how they spend because they are trying to avoid the mistakes of the past. Interestingly, while business-to-business sales are slowing, these same buyers are spending, nearly a trillion dollars, in the retail marketplace. Still, in order for a consumer to be comfortable to buy during this recession, three conditions must first exist," he said. Consumers must:

-- Want what the salesman is selling;

-- The perceived value of the product must exceed its price;

-- The consumer must be able to actually afford it.

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