Jeffrey Gitomer is one of my favorite Sales Mavens. He sends out an Email Newsletter on Tuesdays that is well worth reading.

http://www.gitomer.com/index.cfm

Today he was talking about how the internet is affecting the sales process and discussing buying an automobile. The couple of points that I found were significant are:

*quote*

Because an automobile is so personal, most customers want to see it, touch it, and drive it before they purchase it.

*end quote*

*quote*

10 years ago, the average consumer visited 4.1 dealers before making a purchase. Today, they visit 1.7. The customer shows up ready to buy. It’s up to the salesperson to create an atmosphere where the sale can take place.

*end quote*

The bold italics are mine!

Granted, a car is a BIG purchase, but the issues I mention here are issues that Needlework and Quilt Retailers face everyday. Are you and your employees *creating an atmosphere where the sale can take place*?

Here is a LINK to the FULL article.

Tink