The art of backend selling

Written by Doug Titchmarsh

The backend sale can be more rewarding thanrepparttar 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 complementsrepparttar 149930 first sale. You already knowrepparttar 149931 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 yourepparttar 149932 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.

How Can EQ Help You Win the Negotiation?

Written by Susan Dunn, MA, The EQ Coach

“Don’t ask your fatherrepparttar minute he walks inrepparttar 149920 door,” my Mom used to tell me. “Wait till he’s in a good mood. Let him unwind a little.”

Then some time later, she would alert me that “the good mood” had arrived, and it was time to ask him. It was a mystery to me, but gradually I began to pick up on what indicated a “bad mood” in my dad, and what indicated a “good mood,” and how to use it to my advantage.

Eventually I became adept at putting him in a good mood; like most girls, I learned to work my dad over pretty good, and at least some ofrepparttar 149921 time I got what I wanted. At other times he would say, “That’s not going to work on me young lady.”

Like playing “Hot Cold” it helped me refine my people skills, and be more subtle. While it wasn’t always easy to judge “mood,” it was pretty easy to tell when Mom or Dad was angry and, like most kids, I learned to head for hills at such a time. Not only wasn’t it a good time to ask for anything, it wasn’t a good time to be around at all. If you want to win, you have to know when to fold them, as well as when to hold them. Most kids learn how to gaugerepparttar 149922 moods of their parents pretty well because it’s important to their survival, figuratively, if not literally.

Knowing when Mom’s in a bad mood and staying out of her way at those times makes life easier, and approaching her for something when she’s in a good mood makes it more probable you’ll get it. We also learn that we can sometimes wear a parent down when they’re tired and they’ll give in, and that sometimes kisses and compliments will work where reason and logic don’t.

Kids are pretty good little negotiators, andrepparttar 149923 ones who read social cuesrepparttar 149924 best, and are most attuned torepparttar 149925 emotions of those around them, dorepparttar 149926 best.

So when we grow up and enterrepparttar 149927 work world as sophisticated adults does all this become irrelevant? Quite torepparttar 149928 contrary. There are always people we want things from, just as there are people who want things from us, and while there’s a prevailing myth that business runs on logic, reason and analysis, it is about relationships and negotiations, and emotions quite often determinerepparttar 149929 outcome.

It’s an old adage that people do business with people they like and trust. However you define those words, and how you separate outrepparttar 149930 components, it is an emotional response, not an intellectual one. Cognitive intelligence is important – knowingrepparttar 149931 facts, gettingrepparttar 149932 figures, and doingrepparttar 149933 homework – but emotional intelligence can berepparttar 149934 deciding factor. Whether you want a promotion, a million dollar contract, a new partner, information from someone, or their cooperation, your success depends upon how well you understand and managerepparttar 149935 emotional force field aroundrepparttar 149936 situation.

My Mom was right. Studies show that people do react more favorably when they’re in a good mood, so timing is everything. Do you know how to tell when someone’s in a good mood? And what if they’re not? Do you know how to put someone in a good mood?

Great salespeople know how to bringrepparttar 149937 good mood with them. They arrive with a good story or positive anecdote, a gift, a joke, or even food. Their intuition, an EQ competency, tells them what will work on each person. Maurice E. Schweitzer, professor of operations and information management at Wharton, calls this “non-task communication.”

He has researched this phenomenon, and says, “In negotiation, we have always known that non-task communication – discussion that’s not directly relevant torepparttar 149938 negotiation process – is important for closing a deal.”

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