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Sales Training Information |
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The Art of Backend Selling
The art of backend selling The backend sale can be more rewarding thanthe original sale. And it can also be mucheasier. What exactly is a backend sale?After you have sold something to somebodyyou are in an excellent position to sell themsomething else which complements the first sale.You already know the customer has an interestin a certain type of product or service, sothey are prequalified leads for a backend sale.Take a store selling fishing tackle, as theyhave just sold you a rod, reel, and line theyknow you are going fishing, so they also offeryou the bait you will need. The customer who has just bought is also in a buying mood, and has his wallet, credit cardor cash out. While he/she is there, there isa good chance they will be open to another purchase from you, as they already trustedyou once. Here is a story of a backend sale I once hadwhich illustrates how it can work for you.I had a customer purchase a membership toa safelist I was running, but he then decidedthat it didn't work for him. He requested hismoney back, which I happily supplied, but addedto the end of the email that he may like to trya different way of advertising, and I was an affiliate for a company which could offer himan alternative. I received an affiliate paymentfor 50% of a $60 sale, on the back of returningthe $5 membership fee. Now that was good enough for me to realise thevalue in the backend sale. Try it out for yourself, on your thank you pageadd a link to a complementary product yourcustomer can purchase on his way off your site.Your bank manager will love you for it. Douglas Titchmarsh owns the website athttp://www.cashinonline.infoand also offers an informative newsletterwhich you can subscribe to by sending an email todouglastitchmarsh@getresponse.com
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