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What it means to Get Buyers Chasing You.
Buyers are always doing one of two things. The first is chasing expertise to learn which solution is the best solution to their problems. The second is defending their ability to chase expertise to solve their problems by protecting their time from being wasted by distractions.
When Buyers recognize the Expert Seller as a Clearly Superior Alternative Candidate, they start pursuing them. They chase them, like they do anything of value, until they know them as the Clearly Superior Alternative, or until the Buyer sees them as an Apparently Inferior Option and dismiss them from further consideration.
Either way, once they recognize high value expertise, the chase is on.
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