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When a prospect avoids making the decision to 'buy' from you, it's typically because they have no sense of urgency to buy. Your challenge is to prove to the prospect that buying 'now' is best for them and you must be able to offer support and quality reasons 'why'. What will they miss if they wait even one more day? What are the potential opportunities if they go ahead and get started on the program 'now'? WHY is it important for them to buy now? In other words, what's in it for them? Remember...the reason a customer buys your product or service is because of what it can do for 'them'. Tell them.