Special training for selling physical goods from scratch. Active sales techniques Sales of physical goods training

Brief description of the course: the electronic magazine “Flower Garden Collection” talks about how to learn how to create beautiful flower beds. Brief content of the course: an electronic magazine, in pdf format, contains text information and photographs on the design of flower beds of various types and purposes. The entire collection consists of 73 types of flower beds, which you can receive to your email address by subscribing to the newsletter. For […]

Hello, dear readers! Today I want to tell you good news. Roman Kolesnikov made for you FREE video course on selling goods from China. Roman has been successfully selling products through one-page websites for several years, which he constantly shares with you on the pages of our website. Below I will tell you about the program of his course and what he will teach you.

What Roman teaches in his courses

In short, the whole essence of selling goods from China through one-page websites is built this way:

Step 1. Search for the product you want to sell;

Step 2. Product sales test;

Step 3. Setting up the most profitable sources of traffic and advertising;

Step 4. Purchase of goods;

Step 5. Selling goods to your customers with high profits;

Step 6. Increased turnover and profits.

Products from China are sold at very high margins, so it is profitable. You can safely make 100-200-400% markup, and for some products Roman manages to make 1000% markup. The benefit is obvious.

The main thing is to do everything right!

You all remember that Roman has, namely, the sale of Chinese goods from one-page sites. This course remains paid, but now Roman has created a free version of the course especially for you, in which you will learn:

1. about the commodity business in general;
2. what mistakes beginners make and how to avoid them;
3. how everything is arranged and how everything works;
4. where to look for goods;
5. how to sell and what to sell through;
6. what traffic sources to use;

Free course program

The course contains 4 blocks of video lessons.

Block 1, in which there are 3 videos:

1. The difference between sales from one-page sites and online stores;
2. Model of work in the commodity business;
3. Gross mistakes that should not be made.

Block 2 with 1 video

1. Selection of goods and suppliers.

Block 3, in which there are 2 videos:

1. Registration of domain and hosting for your website;
2. How to test a product for marketability.

Block 4 with 1 video lesson:

1. How to organize product sales on your website.

These lessons are basic and a must-watch! After completing them, the smartest students will be able to start selling at a profit, because the work scheme is already revealed there.

Differences from the paid course

The paid course has 10 times more lessons and a more professional approach to business. In it, Roman “leads by the hand” and even shows which buttons to press. This is no joke. In the paid course, Roman did such a great job that 99% of students earn money from sales after completing the training. After passing, only the lazy do not earn money and they themselves realize this. For 2 years, the course has not received a single negative review, but “over the edge” positive ones. Therefore, a free course will be no less cool!

You can get the course on the official website of Roman.

Well: “How to launch mass sales of physical goods in large cities” . At the beginning of March, the course was in a closed section, but today the material was leaked to another forum from a pool; leaving it in a closed section no longer makes sense, since it has already gone through the forums under hacks and paid access. Material from a fairly well-known author. The course will be useful for those involved in sales, especially in cities. Read the detailed description to understand what this material is about, who is suitable and who is not. The information is fresh, the intensive took place at the end of February! Study while you can. Try, because without practice nothing will work. Sent the material anonymous user. Material may be removed at the request of the copyright holder!

Course Description:

For whom:

• You are looking for new opportunities. If you are considering interesting options for quickly starting a new project with feedback and results in 2-3 days, then this intensive course is for you.
• You already know about the profitable sale of physical goods with high margins. At the same time, you don’t have a million-dollar budget to enter the CPA market or sell throughout the country.
• You want more money from the commodity business. You already have sales and earn money, but by introducing one new idea you can get much more profit.
• You are looking for non-standard approaches. If you want to do “not like everyone else”, saving yourself from problems with shipments, redemptions and the endless slowness of the Russian Post - come.

Who this is not suitable for:

• This intensive will be absolutely useless to those who come just to listen. Listen and once again do nothing, confident that “nothing can be changed.”
• For those who already know everything. If you already know everything and use everything, we have nothing to tell you.
• To the eternal skeptics. Doubting, negative and confident that “nothing can be changed.”

Brief program of the event:

• Commodity business in Moscow and St. Petersburg.
• Features of work
• Selection of suitable products for sale (and how they differ from those that “go” to the regions)
• The nuances of working with large cities
• 2 main things that directly affect your success in sales in major cities
• Why this is the easiest way to start from scratch
• Scheme for launching sales in Moscow from “A” to “Z”
• Which courier and outsourcing service to choose
• Which companies operate without individual entrepreneurs/LLCs and issue money in cash?
• Examples of suitable products for Moscow
• Processing and sending orders
• Accepting payments from clients
• Handling complaints
• Repeated sales in Moscow
• One of the main advantages of courier delivery
• How to achieve high redemption rates for physical goods
• How to do business from anywhere
• How to build the entire process remotely without coming to Moscow
• Financial accounting and control
• How to start with only 5,000–15,000 rubles in your pocket
• First profit in 5 days. What and how to do?

1. I (the Client) hereby express my consent to the processing of my personal data received from me during the submission of an application for information and consulting services/admission to educational programs.

2. I confirm that the mobile phone number I indicated is my personal phone number allocated to me by the cellular operator, and I am ready to bear responsibility for the negative consequences caused by my indicating a mobile phone number belonging to another person.

The Group of companies includes:
1. LLC "MBSh", legal address: 119334, Moscow, Leninsky Prospekt, 38 A.
2. ANO DPO "MOSCOW BUSINESS SCHOOL", legal address: 119334, Moscow, Leninsky Prospekt, 38 A.

3. For the purposes of this agreement, “personal data” means:
Personal data that the Client provides about himself consciously and independently when filling out an Application for training/receiving information and consulting services on the pages of the Group of Companies Website
(namely: last name, first name, patronymic (if any), year of birth, level of education of the Client, chosen training program, city of residence, mobile phone number, email address).

4. Client - an individual (a person who is the legal representative of an individual under 18 years of age, in accordance with the legislation of the Russian Federation), who has filled out an Application for training/for receiving information and consulting services on the Website of the Group of Companies, thus expressing his intention to take advantage of educational /information and consulting services of the Group of Companies.

5. The group of companies generally does not verify the accuracy of the personal data provided by the Client and does not exercise control over his legal capacity. However, the Group of Companies assumes that the Client provides reliable and sufficient personal information on the issues proposed in the registration form (Application form) and keeps this information up to date.

6. The Group of Companies collects and stores only those personal data that are necessary for conducting admission to training/receiving information and consulting services from the Group of Companies and organizing the provision of educational/information and consulting services (execution of agreements and contracts with the Client).

7. The collected information allows you to send information in the form of emails and SMS messages via communication channels (SMS mailing) to the email address and mobile phone number specified by the Client for the purpose of conducting a reception for the provision of services by the Group of Companies, organizing the educational process, sending important notices such as changes to the Group's terms, conditions and policies. Also, such information is necessary to promptly inform the Client about all changes in the conditions for the provision of information and consulting services and the organization of educational and training admission process to the Group of Companies, informing the Client about upcoming promotions, upcoming events and other events of the Group of Companies, by sending him mailings and information messages, as well as for the purpose of identifying a party under agreements and contracts with the Group of companies, communicating with the Client, including sending notifications, requests and information regarding the provision of services, as well as processing requests and applications from the Client.

8. When working with the Client’s personal data, the Group of Companies is guided by Federal Law of the Russian Federation No. 152-FZ of July 27, 2006. “About personal data.”

9. I am informed that I can unsubscribe from receiving information via email at any time by sending an email to: . You can also unsubscribe from receiving information via email at any time by clicking on the “Unsubscribe” link at the bottom of the letter.

10. I am informed that at any time I can refuse to receive SMS newsletters to my specified mobile phone number by sending an email to the following address:

11. The group of companies takes necessary and sufficient organizational and technical measures to protect the Client’s personal data from unauthorized or accidental access, destruction, modification, blocking, copying, distribution, as well as from other unlawful actions of third parties.

12. This agreement and the relations between the Client and the Group of companies arising in connection with the application of the agreement are subject to the law of the Russian Federation.

13. By this agreement I confirm that I am over 18 years of age and accept the conditions indicated in the text of this agreement, and also give my full voluntary consent to the processing of my personal data.

14. This agreement governing the relationship between the Client and the Group of Companies is valid throughout the entire period of provision of the Services and the Client’s access to the personalized services of the Group of Companies Website.

LLC "MBSH" legal address: 119334, Moscow, Leninsky Prospekt, 38 A.
MBSH Consulting LLC legal address: 119331, Moscow, Vernadsky Avenue, 29, office 520.
CHUDPO "MOSCOW BUSINESS SCHOOL - SEMINARS", legal address: 119334, Moscow, Leninsky Prospekt, 38 A.

And you still don’t know about the 8 stages of sales techniques, then you should be ashamed.

It’s so embarrassing that studying this article for you should rise to the level of the “Our Father” prayer. But you may have a counter-question: why do I need to know them if we sold and are selling well without them? Quite reasonable!

And really, why do you need to know them, because the less you know, the better you sleep. And it will be easier for competitors to sell their products.

What is the strength in, brother?

There is power in knowledge, friends. Strength is in understanding what separates first place from second place in a competition. Okay, stop! I went into philosophy.

Let's return to the topic “How to sell well and quickly.” To reach a new milestone, you need to use 8 stages of sales. According to the classics, we know only five stages of sales (we know, does not mean we understand):

1. Establishing contact;
2. Identifying needs and goals;
3. Presentation;
4. Work with objections;
5. Closing the deal.

For many successful transactions, these 5 main stages are enough, but with our clients, we always recommend adding three more.

And it’s not about quantity, but about quality and increasing the efficiency of transactions. By the way, these steps are very simple; most likely you even use them unconsciously in your work:

1. Upsell;
2. Taking contacts/recommendations.

All these eight stages of client management are certainly classics in trading. These are the main stages of the sales process.

My goal was not to surprise you or discover America. With my material, I will sort everything out and present the most important things.

But remember, learning sales from books is the same as learning football, it is impossible. Any theory must be put into practice within 72 hours.

WE ARE ALREADY MORE THAN 29,000 people.
TURN ON

Strict rules

I remember the slogan of one computer game in 2000: “The main rule is no rules.” But this is not our case.

Even if we work with real people and they have seven Fridays a week, in order for everything to go smoothly for you, you need to adhere to certain sales rules:

• Strict consistency. You move from top to bottom in stages and nothing else.
• Don't skip steps. Each step is a lead-up to the next, so one does not exist without the other.
• Adaptation to the client. Each sale has its own characteristics and must be taken into account.
• Full execution. You do each stage not for show, but for the result.

All these rules are unspoken, but in my opinion very important. Now you may not attach any value to them, but all this is due to the lack of a full understanding of each stage.

By the bones and by the shelves

We constantly see examples of how the “smartest”, at their own discretion, throw out blocks from the sequence and believe that this would be more correct.

Naturally, the most uncomfortable or labor-intensive stages are eliminated.

But you and I know that each stage carries exorbitant value and must be performed correctly. Therefore, we analyze the description of each step separately and never make such misunderstandings again.

1. Establishing contact

In less advanced countries of the third world, when you go into a store or make a phone call, and there is no greeting, right from the door: “What do you need, dear?”

I hope Russia doesn’t slide to this point (although I’m sure we have this too). But still, before you start identifying the need, you need to establish contact with the client. Here are some options for stock phrases:

1. When calling:"Good afternoon. In-scale company. My name is Nikita. I'm hearing you?"
2. When meeting in the sales area:"Hello. My name is Nikita. If you have any questions, please contact us.”
3. When meeting with a client:"Good morning. My name is Nikita. In-scale company. Since we have met, I understand that you have potential interest in our proposal?”

This is a very simple and primitive stage. But nevertheless, it is necessary and has its own nuances.

For example, when making an outgoing call, it is very important for us to say hello correctly, because otherwise the client will simply hang up with the words: “Another manager.”

Also, for example, in the case of sales on the sales floor, we need to show with our greeting that we are not going to “push” anything now, but are simply greeting the person.

Of course, the contact does not end there, one might even say it is just beginning, since during the entire sale we must continue to get closer to the client with every second.

But within the scope of this entire article, I will not be able to reveal all the nuances of each stage, because they will differ depending on the situation. Therefore, be sure to read our materials as well.

2. Identifying needs

“What do you need, dear?” - let’s return to this phrase and adapt it to reality.

In fact, we want to get an answer to this question in the needs identification block, but since clients are not very talkative or cannot explain what they need without clarifying questions, at this step we ask questions.

Since most craftsmen try to skip this block, I want to repeat MANY, MANY, MANY times that it is the most important.

If you correctly identify the need, then you will not have any problems with further steps, everything will go like a knife through butter, like skates on ice, like a marker on a board, like... I hope you understand me.

We ask questions to get plenty of information about the client’s “wants”. We ask not one, not two, not three questions, but four or more.

I also specifically focus on this, because one question cannot reveal everything. Therefore, for those who like ready-made solutions, I recommend asking at least 4 questions from the series:

Important. To ensure that the client responds to you compliantly, program him with the following phrase: “Joseph Batkovich, in order for me to find you the best conditions/suitable option, I will ask several clarifying questions. Fine?"

• For what purposes are you selecting?
• What is most important for you when choosing?
• Do you have any color/shape/size preferences?
• Why were you interested in this particular model?

Depending on the sales case, your questions may be either open or closed.

That's right, you didn't think so. Most people agree that you should always ask open-ended questions.

But this is not always true. For example, at the beginning of a personal conversation (at a meeting or on the sales floor), it is better to start with closed questions (the answer is “Yes” or “No”), since the client is not yet in the mood for an open and full conversation.

Important. To make this stage look lively, after some questions you need to insert your comments about the client’s answer or make mini-mini presentations about the product.

3. Presentation

You will be simply an ideal manager if you use the knowledge gained from the previous stage in this step.

Based on the information received, you need to show the best solution for the client.

Depending on the occasion, you present either one product or several of the most suitable ones. But there shouldn’t be too many of them so that the client doesn’t get confused (see video below).

To make a truly great presentation, you need to know the product well.

If you are the owner, then you will not have problems with this. In the case of employees, problems can come from all sides, so it is recommended to constantly conduct certification of product knowledge.

And by the way, where the final action will be a presentation using Elevator Pitch technology.

It would seem such a simple stage, but it requires extensive preparatory actions.

As I already said, you need to learn information about your product, you also need to take small courses in acting and public speaking, and consolidate all this by studying books on human psychology.

To help you get started, here are three very important presentation rules:

1. Speak the client’s language, use his words, phrases, sentences. This way he will understand you better and perceive you as a “kindred soul”.
2. Name not only properties, but also . People do not always understand what properties mean and what their actual benefits are.
3. Use the “You-approach” (You will receive / For you / To you). More references to the client rather than yourself (I/We/Us) will be more helpful.

These rules are just three stones in the quarry. But you saw that not everything is so simple.

And yes, any presentation should be closed with a question or appeal, so as not to give the client the opportunity to retreat or seize the initiative.

Moreover, these actions can be either encouraging to close the transaction (“Let’s go to the cashier”) or simply clarifying (“What do you say?”).

4. Dealing with objections

5. Up-sell / Cross-sell

Having worked through all the objections, we have two options for events: the client, after a series of doubts and choices, agrees (almost agrees) to the purchase or it is expensive for him.

We do not consider the “Not suitable” option, since in this case you must have a lot of resources, otherwise your business is not built correctly from the very beginning.

In the case when the client is “Expensive”, and this is a fact and not a hidden objection, we offer him a more profitable option according to his budget.

And when the client has made a purchase decision, we definitely need to invite him to consider a more expensive alternative, thereby increasing the company’s profit.

Offering a cheaper alternative doesn’t require much intelligence, and besides, it’s easier to sell.

But with (translation to an expensive product) everything is much more complicated. And don’t even think about saying that you can offer a more expensive product at the presentation stage. This is also logical, but not true in all cases.

If the client initially has doubts, then we first need to generally convince him of the purchase, and only then transfer him to a more expensive product.

Indeed, in some sales, especially in cold ones, it is much more important to warm up the excitement for shopping at the start, to make sure that the client enters this state and decides that he will work with you.

And only then, when the level of trust has increased, you can show the “warm one” a solution that is more profitable for you.

6. Closing the deal

All the client’s doubts are closed and, logically, we only need to tell them where to take the money. But in reality, we see a different situation: managers are stalling for time just to avoid a refusal.

But in fact, the client is already ready and is just waiting for you to finally pull yourself together and tell him what he needs to do next.

This stage - the stage of completing the transaction - is the most inconspicuous, since it consists of several words and two options for events.

We either use a closing question or a call to action.

Depending on the context and level of trust in you as a person and a professional, you will choose what is most suitable in a particular case:

1. Call:“Take it, you will definitely be pleased.”
2. Call:“Give me your things, I’ll help you bring them to the checkout.”
3. Question:“Will you pick it up yourself or will we arrange delivery?”
4. Question:“Do you have any other questions or can I send the contract for approval?”

In our practice, we have found about 15 variants of appeals and the same number of closing questions in sales.

This is not the limit, but this list is enough in 99% of cases. And for you this means that too much creativity is not needed here.

You just need to collect a list of options that suit you and use them as needed.

The only thing I want to emphasize at the stage of closing the sale is to avoid closing questions that make the client think.

Among the most common: “Are we registering?” and “Will you take it?” The problem with such questions is that you only worsen the situation, because the client begins to think - take or take (but sometimes there are exceptions).

7. Upsell

I believe that every company should have an additional fee for upselling.

This way, employees will have a rational sense of selling even more pieces and items.

Moreover, as you already understood, it is advisable to do this when the client has already fully agreed to purchase the main product and definitely takes it.

It is precisely at this moment that you need to offer him to buy something that he will probably need.

I've seen some businesses survive solely on upsells. They sell the main solution for zero, and all the money comes from additional goods and services.

In such companies, this stage is mandatory and is punishable by dismissal. But despite all its importance, it happens unobtrusively, in one phrase and no more than 3 times per dialogue:

1. Many of our clients take ____ to ____.
2. Pay attention to ____, maybe this will be relevant for you too.
3. By the way, you might have forgotten ___, I want to remind you of this.

In most cases, sellers do not oversell because they forget what they can sell for (and of course, due to the lack of additional motivation).

Therefore, in this case, we always offer different solutions: from trainings to exams. For example, for one of our clients, we implemented an entire upsell table, where you can see what can be sold for each product category.

It seems that everything, you can let the client go, but “our soldier” does not give up, he alone goes to the last and takes the client’s contacts so that in the future you can contact him and bring him back for repeat sales.

This is done at the final stage, when everything has already been agreed upon and even the money has been handed over.

For what? It's simple - if he doesn't buy now, it doesn't mean that he won't buy later, when we start working with him using SMS mailings, and a dozen other marketing tools.

And immediately for those who believe that they do not have repeat sales or the client will not return, then I dare to disappoint you.

In any business there are repeat purchases, you just haven’t realized it yet. And for those who already understand this, I recommend studying or at least watching the video below to make sure that this is very important.

Well, if you don’t like the idea of ​​collecting contacts, then you can also ask who he can recommend, who might still need your services or products.

In this way, you can collect a potential base 3 times faster, and besides, a call based on a client’s recommendation is always valued more than just that.

Briefly about the main thing

Finally, we have reached the end of sales and this article, I don’t know about you, but I’m really tired of writing it.

But now I feel such satisfaction, exactly the same as a sales manager should feel after going through all 8 stages of the sales technique (+1 goodbye).

Since most likely the client, after going through this, simply will not be able to say “No” and leave.

Surely, you now have a lot of questions in your head in the style of “How not to forget all this?”, “How not to miss any of the stages?”, “How to ask the question correctly?”, “How to upsell?”, or “How to handle objections.” and not miss the client?”

I will tell you one thing - theory will not help you without practice. Don't be afraid to make mistakes, try and draw your own conclusions. We learn the same way and do not consider ourselves perfect in this matter.