Gary’s Sale Closing Counter Intuitive?
I am currently typing up episode 5 of 30DCTV, but in the meantime I wanted to share something …
I’m just trying to get my head around a talk that Gary Halbert gave in 2004 about how to close a sale. In part 1 and part 2, he explained how processing an order can so easily go wrong. I agree with this totally having just made this mistake myself this week - RoboForm filled out an order form incorrectly (it does happen).
Then Gary said something that made me replay the video to see if I heard it right; it went totally against my intuition. In order to remove the risk of typing in the wrong credit card details, he suggested posting up a long and laborious set of instructions telling the buyer how place their order by phone.
At first I thought that Gary was making an example of how not to close a sale. But this is the way that Gary recommended at the time.
It was hard to understand because from my point of view, buying online is a highly streamlined, fast, and easy process thanks to PayPal and RoboForm.
I am coming round to Gary’s point of view now, because my mum still has to type all the card details in manually. For her the phone option would be much easier.
I guess this underlines how valuable PayPal has become in the last 4 years.
 | Published on April 17th, 2008 | 1 Comment | Posted by Tim |