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I'd submit to you that, with the amount of information available to them today, customers are trying to make this more of an analytical purchase.That's always been the case -- any customer wants to go into any purchase as informed as they can be -- the only thing different now is the ease with which customers can arm themselves.Until there's only 1 color and 1 make with 1 model and 1 price, emotion will NEVER be removed from the equation -- and efforts to minimize a client's potential emotional connection to a purchase are detrimental. Where talent enters the equation is that ability to assess the WHY a client researched this or that and help the client sort through the mess of research that has convoluted their decision making ability to help find the right unit for him or her.And we do know there there's a dearth of talent on the floor. That's whay it's soooo easy to spot and recognize when we see it. And believe me, it's still there, and it's still valid, despite all the different tools and customer shields and blah-blah that has entered the picture over the last few years.
I'd submit to you that, with the amount of information available to them today, customers are trying to make this more of an analytical purchase.
That's always been the case -- any customer wants to go into any purchase as informed as they can be -- the only thing different now is the ease with which customers can arm themselves.
Until there's only 1 color and 1 make with 1 model and 1 price, emotion will NEVER be removed from the equation -- and efforts to minimize a client's potential emotional connection to a purchase are detrimental. Where talent enters the equation is that ability to assess the WHY a client researched this or that and help the client sort through the mess of research that has convoluted their decision making ability to help find the right unit for him or her.
And we do know there there's a dearth of talent on the floor. That's whay it's soooo easy to spot and recognize when we see it. And believe me, it's still there, and it's still valid, despite all the different tools and customer shields and blah-blah that has entered the picture over the last few years.