-by TS Newshound
There are always two sides to every coin and so it goes when working at either front to back (F/B) or T/O sales centers. Both have their advantages as well as their downsides.
For many sales people the transition from being a front line sales person to either a closer or going F/B can be difficult. Probably the most difficult aspect is when the time comes to separate the sales person from the business person who now focuses mostly on objections, conditions and closing the sale.
Having said that, for many sales people, going F/B has several advantages, the first benefit being from an earnings perspective. T/O systems split the allotted commission earned between the sales person (aka: liner) and the closer, but if you are working in a F/B environment, all the commissions go to you. In some cases, that benefit alone can immediately increase your annual income by as much as 30%!
Another advantage of going F/B is that you will be able to control all aspects of the presentation. Unlike the closing situation in a T/O scenario, when it comes time for closing the sale F/B you have been with your prospects every step of the way. And because you have, you know more about their travel needs, lifestyle and vacation habits, etc. This is critical information that will greatly assist you and the prospects during the closing process.
In addition, and assuming that you will also be doing the VLO (verification process of contracts, etc.) and the button up, you can also lower potential rescissions that often occur and are directly relative to the T/O system. This, too, will increase your annual earnings!
And if you are a real professional, by going F/B you will have developed a trusted relationship with your new owners/clients, and they will be more than happy (when applicable) to provide you with referrals. That, too, will equal more annual earnings, including higher commissions per each referral that turns into a sale.
Another benefit that I’ve witnessed over the years is that most sales centers that use the F/B system seem to have sales people who don’t deal with the stresses that are normally associated with T/O systems. Management is also usually a bit more mild mannered and I attribute this to the fact that most sales people (and managers) at a F/B sales center tend to be more polished and professional.
Of course the main drawback to going front to back is that you can’t blame anyone else if you aren’t making sales. You are, most often, the entire ‘show’ and if your performance anywhere along the process is less than 100%, you could very well strike out.
But if you are willing to commit to the F/B process, the advantages generally outweigh the negatives in every way!
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