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The Art of Backend Selling
The art of backend selling The backend sale can be more rewarding than the original sale. And it can also be much easier. What exactly is a backend sale? After you have sold something to somebody you are in an excellent position to sell them something else which complements the first sale. You already know the customer has an interest in a certain type of product or service, so they are prequalified leads for a backend sale. Take a store selling fishing tackle, as they have just sold you a rod, reel, and line they know you are going fishing, so they also offer you the bait you will need. The customer who has just bought is also in a buying mood, and has his wallet, credit card or cash out. While he/she is there, there is a good chance they will be open to another purchase from you, as they already trusted you once. Here is a story of a backend sale I once had which illustrates how it can work for you. I had a customer purchase a membership to a safelist I was running, but he then decided that it did not work for him. He requested his money back, which I happily supplied, but added to the end of the email that he may like to try a different way of advertising, and I was an affiliate for a company which could offer him an alternative. I received an affiliate payment for 50% of a $60 sale, on the back of returning the $5 membership fee. Now that was good enough for me to realise the value in the backend sale. Try it out for yourself, on your thank you page add a link to a complementary product your customer can purchase on his way off your site. Your bank manager will love you for it. Douglas Titchmarsh owns the website at http://www.cashinonline.info and also offers an informative newsletter which you can subscribe to by sending an email to douglastitchmarsh@getresponse.com
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Coaching Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around I was thinking about the statement: Are You a Sales Professional? Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional? Prospecting: Not A Wild Goose Chase... Its A HUNT Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. Peak Performance One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. Training for Trade Shows - 5 FAQs Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show. Curiosity and How It Effects Your Business Proposition The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk. Eliminating Objections to Increase Sales You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?" Order Takers vs. Sales Professionals As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. This includes the ability to easily up sell, cross sell or add on services. Order takers are by there very nature just waiting for the phone to ring and do not work on a pro active basis. If we left everything to the client then so many additional products would never have been sold. Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'.
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