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
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