The buyer-seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:
- Buyers have so many distractions that they need more frequent contact to help them through the buying process.
- Buyers spend less time at home, making door-to-door sales and cold calling less effective.
- The internet has shifted the power in the buying process from the seller to the buyer.
- Economic changes have made buyers more cautious.