Want to Build Customer Relationships? Cut Down on Information Overload
Source: Customer Think
Author: Al Davidson
Excerpt: A generation ago, sales people were repositories of information, and customers couldn’t make a purchase decision without consulting with sales people to find out more about the product. Sales people were gatekeepers of information, and in many ways, were in an advantageous position over the customer, because they had an “information asymmetry” in their favor – they knew more than the customer did.
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