A Free-Reprint Article Written by: Scott Bywater Article Title: Why Closing The Sale Doesn't Work
See TERMS OF REPRINT to the end of the article. Article Description: "Closing the sale" is not all it's cracked up to be in many industries. Often thought to be the most important part of the sales call, studies have shown that other parts of the process are more effective in getting the deal done. Additional Article Information: =============================== 347 Words; formatted to 65 Characters per Line Distribution Date and Time: 2010-01-07 09:00:00 Written By: Scott Bywater Copyright: 2009-2010 Contact Email: mailto:[email protected] Scott Bywater's Picture URL: http://www.copywritingthatsells.com.au/images/scott2.jpg For more free-reprint articles by Scott Bywater, please visit: http://www.thePhantomWriters.com/recent/author/scott-bywater.html ============================================= Special Notice For Publishers and Webmasters: ============================================= HTML Copy-and-Paste and TEXT Copy-and-Paste Versions Of Article Are Available at: http://thePhantomWriters.com/free_content/db/b/closing-the-sale.shtml#get_code --------------------------------------------------------------------- Why Closing The Sale Doesn't Work Copyright (c) 2009-2010 Scott Bywater Copywriting That SELLS http://www.copywritingthatsells.com.au/ I was training a lady the other day on telemarketing skills for a service based industry. And she had all of the skills... great rapport building... awesome approach to guiding people through the phone call and she was a real people's person. But there was one problem: when it came to the close she flustered it and the customers disappeared from sight. There's no doubt about it: this sort of thing can cost a company big money and in some instances, closing is critical to the sales process. But "closing the sale" is not all it's cracked up to be in many industries. For instance, I'm reading this book at the moment called "Spin Selling" which I'm taking particular notice of because it's based on real research from over 35,000 sales calls. And it's talking about the fact in larger sales... sales where it may take longer than one meeting to close the sale...and sales which are more complex... CLOSING THE SALE ACTUALLY WORKS AGAINST YOU Now that's an interesting thought, isn't it? It's also interesting that when the author - Neil Rackham - was actually writing this book, everyone thought closing the sale was the most important aspect in the entire process...which is something I've always personally had a problem with because in my experience it's simply not true. In fact, I was reading this book last night when he was saying the success rate of high close calls (average of 5.8 closing behaviours per call) was between 30 and 40% whereas the success rate of low close calls (average of 1.4 closing behaviours per call) was sitting at over 70%. I'll say this before and I'll say it again: people are more sophisticated these days and you should not rely on your closing ability to make things happen. Because it's what's done before the close which is most important. Focus on prospecting... focus on getting the right people to call you... focus on nurturing relationships and building trust through the customer generating skills you'll learn at http://www.morecustomersmadeeasy.com/ and the close will take care of itself. --------------------------------------------------------------------- Scott Bywater is an income boosting, results focused direct response copywriter and the author of Cashflow Advertising and More Customers Made Easy. His popular ebook "7 ways to get more customers" has been downloaded by over 8,247 business owners over the past five years. You can get your hands on it by heading on over to http://www.copywritingthatsells.com.au/ --- END ARTICLE --- Get HTML or TEXT Copy-and-Paste Versions Of This Article at: http://thePhantomWriters.com/free_content/db/b/closing-the-sale.shtml#get_code ..................................... TERMS OF REPRINT - Publication Rules (Last Updated: May 11, 2006) Our TERMS OF REPRINT are fully enforcable under the terms of: The Digital Millennium Copyright Act http://thomas.loc.gov/cgi-bin/query/z?c105:H.R.2281.ENR: ..................................... *** Digital Reprint Rights *** * If you publish this article in a website/forum/blog, You Must Set All URL's or Mailto Addresses in the body of the article AND in the Author's Resource Box as Hyperlinks (clickable links). * Links must remain in the form that we published them. Clean links should point to the Author's links without redirects having been inserted into the copy. * You are not allowed to Change or Delete any Words or Links in the Article or Resource Box. Paragraph breaks must be retained with articles. You can change where the paragraph breaks fall, but you cannot eliminate all paragraph breaks as some have chosen to do. * Email Distribution of this article Must be done through Opt-in Email Only. No Unsolicited Commercial Email. * You Are Allowed to format the layout of the article for proper display of the article in your website or in your ezine, so long as you can maintain the author's interests within the article. * You may not use sentences from this article as an input for any software that steals sentences from others in order to build an article with software. The copyright on this article applies to the "WHOLE" article. *** Author Notification *** We ask that you notify the author of publication of his or her work. Scott Bywater can be reached at: [email protected] *** Print Publication Reprint Rights *** If you desire to publish this article in a PRINT publication, you must contact the author directly for Print Permission at: mailto:[email protected] ..................................... If you need help converting this text article for proper hyperlinked placement in your webpage, please use this free tool: http://thephantomwriters.com/link-builder.pl ***************************************************************** * * This email is being delivered directly to members of the group: * * [email protected] * ***************************************************************** ===================================================================== ABOUT THIS ARTICLE SUBMISSION http://thePhantomWriters.com is a paid article distribution service. thePhantomWriters.com and Article-Distribution.com are owned and operated by: Bill Platt 3010 E Raintree Stillwater, Oklahoma USA 74074 Learn more about our article distribution services by visiting: http://thephantomwriters.com/x.pl/tpw/info/article-distribution/index.html The content of this article is solely the property and opinion of its author, Scott Bywater http://www.copywritingthatsells.com.au/ --------------------------------------------------------------------- XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX ---------------------------------------------------------------------
