Buyers Manage Off-line Decisions Before Buying

By Sharon Drew Morgen A buyers problem has sat in their environment for a period of time before you found them. Why havent they fixed the problem already? And hasnt there been fallout that demands they make a purchase quickly? Buyers create work-arounds. And like an old farm house that gets added onto and added onto until the original house gets lost in the work-arounds, so buyers environments contain work-arounds that have created a new culture over time.