We began this semester discussing the disparity in information between sellers and buyers in the past and how that disparity has shrunk significantly. Because of this level playing field, sellers must emphasize the little bit of knowledge they exclusively have meaning concepts like “Spilling your candy in the lobby” are even more important now than ever before. The sales techniques we have been studying are even more important today than in the past when sellers had all the information and buyers had none.
This information balance can also cause problems in piquing someone’s interest. When buyers seem to know everything they are unlikely to be surprised or curious about what is being sold. When buyers are not curious or surprised their interest is difficult to capitalize on.
BoweryJE22