Door sales training "Doors are easy to sell!"

I offer door sales training services. This is the first specialized sales training interior doors demonstrating the technique of selling doors.
Guaranteed commercial result:

• increase in conversion by 50-70%;
• an increase in the average check by 20% - for experienced sellers, by 40-60% for beginners;
• increase in total sales - count for yourself.

These results are the result of evaluating the effectiveness of the trainings that were held for the Agora company in Yekaterinburg in 2013.

Training program

How to achieve success?

• Implementation of the achievement strategy - movement OT - K. (FROM avoidance TO achievement)
• Now the seller. So what is next? Sales career planning

Transformation of limiting beliefs into expanding ones (was: "It's impossible", became: "Everything is possible!")

Introduction to sales.

• The specifics of door sales - "long" sales
• Consumer behavior model of the Client choosing doors
• Door sales algorithm - step by step instructions

How to win the client's trust?

• Trust is the main reason people buy or don't buy.
• Types of clients - cold (only planning repairs), warm (doing repairs), hot (knows what he needs). tricks effective work with each type of clients, algorithms for working with each type
• Establishing contact with a client: non-verbal as part of communication - where to be? what to do about it? how to approach the client?
• Techniques for establishing contact - replacing the banal "help you" and "prompt you" with innovative and truly effective techniques(was: "Do you need help?" became: "Are you renovating or are you looking for doors for the future?"

What to ask a potential buyer?

• Questions as a tool to influence the interlocutor - stupid questions = negative influence, reasonable questions = control of the client's actions
• Types of questions - universal (to which they will never say "no"; main (revealing the leading need); questions that reveal the need, etc.
• Funnel of questions to identify the needs of the client choosing the doors (one chain - 6 questions, 3-4 minutes for detailed identification of needs!)

How to provoke the desire of the Client to own the goods?

• What should and should not be told to customers about doors?
• Applying the AIDA concept is a way to manage customer perception "Mercedes with death", check out this ad, it's made by AIDA. Your presentations can be just as cool!)
• Technique "SV" (property-benefit). Turning product features into customer benefits.
• Reception "Anchor" - "anchoring" benefits with the help of questions (reception of influence on the client)
• Technique "Tell me yes" - questions that provoke the client to agree with the seller
• Reception "Beautiful stories" (reception of persuasion of the client)
• Strong-Medium-Strongest Technique
• Ways to compare two similar products (how to answer the customer's question: "Which door is better?")

Calculation of the configuration and cost of the order

• How to make the correct calculation of the complete set of doors in accordance with the measurements?
• How many expanders will you need? Equipment options
• How to influence the cost of an order by varying its bundle?

How to convince the client?

• False and true objections or how to deal with customer excuses
• Algorithm for working with objections - 5 consecutive actions that will allow you to work out any objection
• Dealing with “difficult” objections (expensive, cheaper in other stores, long wait, I think I need advice

How to sell custom doors?

• Sale of measurements as an opportunity to sell doors
• How to get a customer's phone number? How to bring a client to a deal over the phone?

How to direct the Client to the checkout?)

• Reception "Questions"
• Reception "NO"
• Reception "I need to think"
• Reception "Silence is a sign of consent"
• Reception "Interest"
• Reception "Conditional closing of the transaction" and other methods.

The total duration of the training is 16 hours - 2 days.

At the end of each training block, participants perform practical exercises to develop sales skills.

If the training provides for a corporate format, then the program is adjusted to the needs and business results of the customer.

What you need to know about doors

What you need to know about interior doors
If you decide to purchase interior doors, then you probably faced a lot of questions that may make your choice difficult. Of course, it is not easy to understand in a rather large number of models of interior doors, their types and styles, and besides, in the warranty obligations of the door manufacturer. In this article, we will briefly talk about what you need to be aware of when you are going to buy interior doors.
Classification of interior doors
Interroom doors can now be met both in office and residential premises with various interiors. Manufacturers and sellers are ready to offer the most diverse models that differ from each other in materials, design, style, glass, construction, etc. In this article, we will briefly outline the possible types of classifications of interior doors present on the Ukrainian market.
By location
By location, interior doors can be divided into internal, closet and external. External are divided into balcony and entrance doors. Entrance doors, as a rule, are more powerful than usual, and balcony doors have glass in their design.
By way of opening
IN modern production Doors are presented in 4 ways of opening: sliding, hinged, folded and rotating. The buyer usually chooses the type of door that will be the most functional and appropriate for the interior.
By the number of paintings
Interior doors differ in the number of canvases. They can be single-sided, one-and-a-half and double-sided. The consumer makes a selection in favor of the one that best suits his needs to perform certain functions.
By the presence of glass
Doors can be glazed (including glass, similar to stained-glass windows), and also deaf, which are often used as entrance or office doors.
By type of door leaf
Based on the material used for the manufacture, interior doors can be wooden, plywood, combined, etc. As for the design of the leaf, there are panel doors (there are panels on the outer panels), massive (made of solid wood) and panel doors.
According to the materials of the array
Wooden doors (massive) can be made both from precious woods (for example, mahogany), and from materials such as pine, cherry, ash, etc. As a rule, pine is used for mass production, which is associated with its availability for a large number of buyers. Precious woods are simply used to decorate the exclusive interiors of rich houses.
By filling the canvas
For the manufacture of panel doors, hollow and solid panels are used, which are lined on both sides.
By style
Interior doors are presented in a rather large variety of styles. The most demanded style is, of course, a classic. These doors are ideal for most homes and offices. They are represented by calm colors and conservatism. The modern style is suitable for those who appreciate the clear lines of a modern design solution, the variety of shades and are not afraid to change the usual interior. Doors in the country style can be an excellent solution for decorating the interiors of cozy cowboy cafes and country houses.
Learn more about door trim
We know that interior doors can be solid and glazed, and solid doors, in turn, can be smooth, with a molded outer surface or paneled. There is no need to transfer the technology of door finishing, therefore we will focus only on the details and materials of the external door finishing. Door frames and panels of internal doors can be pasted over with plywood 1.2-5.0 mm thick. The edges of the door panels are lined with solid planks of valuable wood 10 mm thick. This is done to prevent chipping of the corners of the edges and to close the ends of the spikes of the vertical edges. All layouts, skirting boards and glazing beads are made in one piece. The exterior finish of blind doors can be supplemented with carved wood panels, combinations of veneer of various types of wood with different patterns and grain directions, inlay with other materials (metal, glass), various profiled edging, mirrors. Combinations are also possible options: in particular, a mirror panel can be installed on one side of the door, and on the other side, a completely blank panel. For external finishing (facing) of interior door panels, painting-varnishing (if desired, in white or other color) or veneering, i.e. finishing using valuable veneer, including combined veneer, can also be performed. For door cladding, veneer can be used, cut along the grain or across the grain of the wood. Different areas of the veneer on the door surface may vary slightly in color from friend to friend. However, this gives natural wood doors a uniqueness and highlights their charm. Over time, of course, the veneer of the door darkens, especially in the case of direct sunlight falling on the gate. In practice, all doors made of solid wood and veneer are constantly varnished. This lacquer coating not only gives a decorative effect, but also prevents the penetration of moisture into the door leaf and at the same time prevents the wood from drying out at low humidity in the room. The varnishing process itself is carried out in several stages. The property of the door depends on the method of varnishing. Lacquers for covering doors can be used in a variety of ways: glossy, matte, semi-matt. It is possible to finish the gate with tinted varnish, etch with stain, etc. A pattern can be cut out on the finishing panel or inlaid using glass, metal and other materials. Doors can have rectangular glazing or with various arched frames, both in the upper and at the bottom of the door, and even other forms. With a given center criterion for doors with glazing, the installation property of glasses. They should not rattle and fall out during sudden movements. The dimensions of the glass are determined architectural requirements, but you still need to keep in mind the safety requirements. To prevent glass from causing injury, it is recommended to use safety glass: tempered, having sufficient thickness. In this case, glasses may not necessarily be transparent or opaque, but also colored or smoky.
Installation of interior doors
Such a significant and difficult move as the installation of interior doors should be entrusted to professionals. Assembly teams are in most large firms involved in the sale of doors. They include people who have undergone special training, and most importantly - they know the doors that are sold in their company, carefully. Keeping in mind all the advantages and disadvantages of specific models from specific manufacturers, they will be able to prevent possible troubles. Of course, the services of such specialists are more expensive than the services provided by ordinary craftsmen who do not give any guarantees. However, the savings at this stage can cause much more significant expenses later, when you have to deal with the consequences of poor-quality door installation. Such undesirable consequences can be drying out, deformation, difficulties and noises when opening and closing, unaesthetic appearance. All this makes the course of operation completely different from what you expected when buying the sample you liked. In the most unfavorable outcome, moreover, a complete replacement of the door with a new one may be required. If, however, you decide to turn to an ordinary master for installation, or even decide to install your interior doors independently, you need to keep certain rules in mind. Rule 1: Regardless from where your gate was purchased, before installation, you need to examine it for the presence of a marriage. The door can be damaged during the delivery period, damaged during storage, or poorly produced at first. Most companies do not warrant independently installed designs, so defects must be checked for defects BEFORE installation begins. Rule 2: It is recommended that the direction of opening be chosen prior to installation of interior doors. Rule 3: The installation instructions provided must be carefully followed. Reading the special literature on the installation of doors will also not be superfluous. Rule 4: The installation of an interior door should be carried out after the plastered or painted wall has dried or after that the wallpaper stickers, but at this time before laying the flooring and before attaching the plinth. Rule 5: Starting to when installing the door, you need to make sure that the size of the door leaf exactly matches the size of the door frame. Rule 6: The planes of the doorway must be aligned - both vertically and horizontally. Rule 7: It is recommended to pay special attention to the hinges, on which the ease and durability of the door operation depends . In order for the doors to close quite densely, the hinges are fixed so that the screw heads do not protrude above the surface of the plate.
Helpful Hints
There is little simple rules storage of doors, which is also worth having information for each buyer. So that interior doors do not undergo deformation and do not lose their attractive external appearance, they must be held only on a flat surface. Do not place doors near heaters, or in places where there is a fluctuation in temperature and humidity. Direct clear light is still harmful for doors. It is necessary to order the installation of interior doors only from professionals who can guarantee the quality of all types of services. Please note that the spaces of the door, in which hinges and locks will be installed, must be pre-treated with a special preservative. Before installation, the gate should lie sparsely in the room, especially if it is a cold hour of the year. Care for interior doors does not end at the time of their purchase. In order for the gate to delight you with its beauty and functionality for a long time, it must be correctly exploited. It will also be useful to constantly care for the doors. As it gets dirty, wipe the gate with a damp flannel cloth soaked in a special agent. Various solvents, alkalis that destroy the surface of the canvas, which can lead to defects, are strictly contraindicated for doors. Mechanical influences can still cause harm to interior doors, so protect them from excessive “creeps” of pets that can scratch the gate. If you are planning to work in a repairman's apartment, then it is better to remove the doors completely to prevent building materials or paints. So, all this simple knowledge about interior doors will help you make a fair selection. If you have any questions or difficulties when buying interior doors, then boldly seek advice from door salon consultants who will prompt you for the best conclusion.

According to www.evrodoors.ru

When considering how to open a door store, consider a variety of options. A small retail outlet or department can become a starting project. Having achieved profit and returned the initial investment, you can decide to expand retail space or increase the number of points. A gradual approach will bring success to a novice entrepreneur and help avoid large losses.

• How much money do you need to start a business
• Which doors are more profitable to sell
• Step-by-step plan for opening a door store
• Door store room
• Business registration
• Necessary equipment for shop doors
• Supplier search
• Staff to work in the door shop
• Door store pricing and advertising
• How to make your door selling business more profitable
• How much can you earn
• What OKVED for the business of opening a door store
• What documents are needed to open
• Do I need a permit to open a door shop
• Sales Technology

How much money do you need to start a business

You can start a door selling business. With 100 thousand rubles, you can open a small store in a good location. In a few months, the outlet will pay off, and then it will begin to bring a stable profit.

Which doors are more profitable to sell

You can sell in your own department or store the following types doors:

• interior from solid wood, veneer, covered with a film;
• glass;
• sliding plastic.

The assortment of the door store can be supplemented with fittings, locks, interior partitions. It is advisable to stick to a certain price category, focusing on buyers of the economic, middle or luxury segment. An attempt to fit into one point all the available price options will lead to a blurring of the consumer audience and a narrowing of the range.

Step-by-step plan for opening a door store

The very first step is to draw up a detailed business plan. It takes into account all future expenses for renting premises, purchasing goods, and paying for the work of sellers. The plan is necessary to adjust your own steps, you will also need it when obtaining a loan or attracting co-investors.

Door store room

Find the right space. It must be located in a passageway. Would like to have a stop nearby. public transport and car park. The most convenient option is the first floors public buildings and departments in shopping centers. Make sure there are no competitor outlets nearby. Very profitable neighbors - flooring and other finishing materials, as well as points selling home decor and textiles.

Business registration

Register entity. The most convenient form for beginners is IP. It makes it possible to pay a simplified tax and reduces the amount of documentation.

Necessary equipment for shop doors

Equip your store with display stands. They need to place at least 20 ready-made doors, and they must open, demonstrating all the advantages of the product. If the premises does not have a warehouse, it is possible to work on a prepaid basis, taking a small deposit from the buyer, and then picking up the door at the wholesaler's warehouse. This approach is convenient at first, but in the absence of popular models vendors may slow down sales. The best option is to pre-purchase the best-selling models and pre-order less popular doors.

Supplier search

Find suppliers. It is most profitable to cooperate with small manufacturers selling goods in small batches. Large wholesalers have a good range, but profitable terms they are ready to provide only to large retailers. It is unlikely that a novice entrepreneur will be granted a deferred payment or will be given goods for sale, so it is impossible to make a mistake in the formation of the assortment. There is another option to do it yourself, but this option requires additional investments.

Staff to work in the door shop

Hire a driver with a car who will deliver the purchased doors. You will need 2 salespeople (one per shift), a cleaner, and an accountant who can work remotely.

Door store pricing and advertising

think over pricing policy. Typically, the margin on doors varies from 40 to 150% depending on the conditions of the supplier, models and other nuances. The best option is the average price in the city with periodic discounts and sales.

Don't spend a lot of money on advertising. It is enough to open a point in a good place, make a noticeable sign and choose the right assortment. Very tempting discounts can be promised to early buyers, but incentive promotions should not be permanent or protracted, this reduces their effectiveness.

Gradually expand the range. You can add entrance groups, various partitions, stained-glass windows, and other popular products to interior doors. The principle of their implementation is no different from the door. Expanding the range will require large areas.

How to make your door selling business more profitable

Selling doors is a highly competitive business. To be successful, you need to have advantages that set you apart from other sellers. The most important point is the price. If you can't set a minimum price, make an assortment of models that are not available in other stores. Offer analogues of the most popular doors. Their cost may be lower due to the manufacturer's lesser popularity, more affordable fittings, or simplified production technology. It is important that the product is of high quality and safe.

Try to maximize the range.

In a small store it is difficult to accommodate many samples, so work more actively with catalogs.

Make where you can see the available doors. It is advisable to present them in the interior, this will speed up the decision of the buyer. Organize a system of online pre-orders by setting additional discounts on such purchases.

Include door installation in your list of services. Installers can work under a contract with a piece-rate payment. It’s not bad if buyers are offered warranty repairs, an old door removal service, and other additional benefits that encourage them to make a purchase from you.

Consider co-branding programs. You can team up with other stores that offer repair goods, arrange joint promotions, to exchange bases of buyers. This approach will help save on promotion and increase store awareness.

M We are all buyers. And for each of us there are such categories of goods in which we do not understand and are not guided. For some, these are washing machines, for others - computers, for others - plastic windows. And in this case, it makes no sense for us to ask what we want - we do not know, because we are not experts. In this case, we are afraid of making the wrong choice, and the higher the purchase price, the stronger this fear. Therefore, we are waiting for expert advice from sellers, and not receiving it, we turn to our friends or climb on the forums.

In situations where it is requiredexpert sales, the key mistakes of sellers during the presentation are three:

Mistake 1. Transferring 100% responsibility for the choice to the buyer.

For good, when the buyer is not very well versed in the product, retailer should use expert sales technology, that is:

· sell yourself as an expert, inspiring confidence in the buyer,

· to understand for yourself which option is best for the buyer in his situation,

So ideally. Unfortunately, in practice, the work of salespeople most often resembles a joke when a doctor says to a patient complaining of abdominal pain: “I have two pills - white and red. Which one do you want?" They can tell everything they know about the product, answer the buyer's questions, but they are not ready to share the responsibility for making a decision, often saying: "Decide for yourself what to choose." In extreme cases, they begin to get annoyed that the buyer "does not know what he wants." To be honest, such sellers can easily be replaced by cardboard counterparts - price tags with more detailed information about the product. In my trainings retail sales I invite the participants to feel the state of their customers for themselves, imagining that they go to doctors who are not ready to take responsibility for the diagnosis and treatment (after all, a person is a client and you need to be ready to receive something in response to your behavior similar).

Mistake 2. Complicate rather than simplify the buyer's decision making.

99% of the presentations I've heard as a trainer and buyer make it difficult to make a choice: they are full of obscure terms, not structured, do not answer the question of what it will give me, and contain almost no thoughts. The only thing I want to say in response: "I'll go and think."

Mistake 3. Inform, not encourage.

It is enough to inform only those buyers who have already decided on the choice. When the buyer has not chosen and is not an expert, he needs to be encouraged. If this is not done, the fear of making the wrong decision can be overcome in him, and everything will end again with the phrase “I’ll go and think”.

An example of a real sale (retail sale of interior doors)

- Good afternoon!

- Hello. I need doors. I have a private house, 7 openings.

- Fine. Are you already familiar with our doors?

- Well, like this. I saw it on the Internet.

- Only on the Internet? Have you picked something specific? Something interested?

- So far, nothing specific.

- Fine. And what about your house? Country?

- Yes.

- In what style is the decoration done?

- In the classic. I saw you have oak doors.

- Yes, oak. Do designers work with you or do you choose?

- I choose.

- Fine. Well, let's then, maybe decide on the color.

- I like the dark color, wenge.

- Fine. Any of the models exhibited here are of interest?

- Yes, here, for example. Good in quality?

- Well, we have everything from solid oak, so our factory is responsible for the quality.

- Is there any guarantee?

- The factory gives a guarantee of 5 years. Probably the only factory that gives such a guarantee.

- What else can you tell? Can it be installed in a bathtub?

- Can. Even necessary, I would say, because oak is a fairly durable material. It tolerates moisture very well. Naturally, each door needs some kind of specific care. Standard, somewhere to wipe with a rag, somewhere else to do something. In terms of style, if you like it, we can consider ... In terms of color, as I understand it, you are not considering another option. Then we can play with models. Our factory makes any model in this color, so we can play with the style. We can see what is already on the trading floor.

- Okay, I'll go and think. Do you give discounts?

- We give volume discounts. Come.

So it turns out that in retail, where expert sales are expected, the client more often buys not because of the sellers, but in spite of them. As my mentor jokes: “I have good news for you. If you're selling making all these mistakes, imagine how your sales will grow when you get rid of them." Below we discuss how best to do this.

A few words about responsibility.

Let's start with responsibility for choice. When using expert retail sales technology, it must be shared between the seller and the buyer. If the seller is not ready to do this, he is likened to a guide in a museum: “And here we have Shishkin’s painting “Morning in a Pine Forest” ...”. In order to share this responsibility, the seller needs to qualitatively identify needs, including to understand where and how the product will be used, what its characteristics are priority (how to do this is the subject separate article). When the seller takes responsibility for his recommendations, he inspires more confidence in the buyer. Plus, it’s easier for the latter to make a decision (it’s no coincidence that many of us take someone else with us to go to the store so that we can share this responsibility). This greatly increases the likelihood of a successful sale. And the problems with the return becomes noticeably less.

How to make it easier for the buyer to make a decision.

As for the presentation itself, it would be nice to structure it first. Usually it looks like a crazy lunch: at first there is compote, soup is eaten with dessert mixed with salad, and from the second course there is only a side dish ... All this goes in a stream, without time for chewing and swallowing. The result is predictable: "Up or down?"

· Use Key Decision Factors

When choosing any category of goods, you can select key decision factors (KFPR). For example, buyers of plastic windows pay attention to their heat and noise insulation (which depend on where the window will be installed) and quality (problem-free service life). Buyers of steel doors are interested in their protective properties, noise and heat insulation, beautiful appearance. And consumers of interior doors are more concerned about how they fit into their interior, how beautiful they are, whether something will happen to them (quality). And of course, the vast majority of buyers are concerned not to overpay.

These KFPR can be reported to the buyer: "You know, when choosing plastic windows, they pay attention to the following factors - so that they provide the necessary heat and sound insulation, are of high quality and so that they do not have to overpay." Thus, his perception will be formatted and prepared for receiving subsequent information, and the status of the seller as an expert will become even higher..

I recommend using KFPR as a presentation structure. In this form, the presentation allows you to convey to the buyer key thoughts and make it as easy as possible for him to make a decision. And be sure explain why you recommend a particular option to the buyer. Let's see how this can be done using the same example of an interior door presentation:

- Firstly, this door is very well suited to your interior. As we found out, the color of your floor is light, cream, and the door with its color will contrast perfectly with it. It will become a worthy decoration of your interior. Plus, it is made in a classic style, which is combined with furniture design. And we all know that the classics are always relevant and never go out of fashion.

Secondly, this door is beautiful. It is made according to the technology of artificial aging, which is very fashionable today. The design of the door is typical for the rich interiors of the Mediterranean countries, primarily Italy. I am sure that your guests will appreciate your taste.

What else? This door is very high quality.. It is made by modern equipment from Italy and Germany. The difference of this factory is that quality control is carried out at all stages - from harvesting and drying of wood. Very few factories can boast a complete production cycle like this one. Therefore, we give a 5-year warranty for this door, while other manufacturers give a 1-year warranty, rarely anyone gives a 2-year warranty. Feel the difference?

Another important point. Buying this door from us, you do not overpay, because we are the branded salon of the manufacturing factory. You also said that there are small children in the apartment. I focus on this, because the door should not suffer - games, pranks ... I myself have two children, and I understand how this can be. The door is made of solid Caucasian oak. Oak itself is a very durable material, and Caucasian oak is the standard of strength among other types of oaks. And over time, it becomes even harder. But even if something happens - for example, leaving a scratch with a sharp object (wood is wood), this door can be easily restored at home. Nothing will be visible. With veneer, such a number will not work. Like the door? A very worthy choice. Do you have measurements with you? Then let's do the calculation.

· Do a comparative analysis

What will such characteristics as a 5-year warranty or a 4-class burglary-resistance lock tell the buyer? I'm afraid nothing. And if we add that a 5-year warranty is maximum term guarantees for interior doors, which only exists in Russia? That burglary resistance class 4 is the highest class for entrance doors to residential premises, which is higher only for armored bank and safe doors? And if we add that, wow, that door has a guarantee of only one year, and this lock has only the second class of burglary resistance? Do you feel how much easier it becomes to make a decision?

Therefore, compare. Compare different models with each other by key characteristics, compare your product with competitors' products, focusing on the differences between your product, compare with the norms and standards (“The thermal insulation of this model is 30% higher than the GOST standards!”). Be especially loud about the differences of your product if they are unique (for the city, for the country).

By the way, the technique works well when you make a presentation of one model, and when talking about others, you focus only on their differences (both positive and negative).

· Don't share.

You can make an amazing presentation worthy of sales textbooks, but if the buyer does not accept it, it will go to the milk. Throughout the conversation, the susceptibility of the buyer can change significantly, and the seller needs to be sure that everything he says will be heard and understood. How to achieve this? Take breaks more often. According to studies, the amount of short-term memory of a person is 7 ± 2 units of information, and pauses perform the function of punctuation marks. During it, the client “digests” what he heard. Another valuable feature of pauses is that they add weight to your words..

Watch for affirmative head nods - they are a great indicator of your information being assimilated. If the customer doesn't nod his head during your presentation, it's a signal that his receptivity may have dropped. It's time to slow down. Ask clarifying questions, whether everything is clear to him, whether you need to tell about something in more detail. Questions invigorate the attention of the buyer. Include the buyer in the presentation process - give him the opportunity to see, smell, touch everything himself.

· Suggest other selection criteria

You can seriously simplify the decision of the buyer if you refer to the assessments and recommendations of experts, the opinion of the majority of buyers or significant figures. Whatever one may say, man is a social being. We tend to act with regard to others. Therefore, during a presentation, phrases like:

- Great door. By the way, it was she who was installed in one of the issues of the Housing Problem on NTV.

- 63% of our customers choose this particular model.

- The roof made of this material was installed by the chief architect of our city.

- Great TV. Even our owner bought one for himself.

- This model took a gold medal at the last exhibition in Moscow.

Of course, the presentation is the finest hour of the seller. And beyond the scope of this material, there are a lot of techniques and principles that make it even more effective.. Here I have tried to focus on those aspects of a commercial presentation that are often left behind the scenes, but at the same time have the most serious impact on the success of the entire transaction. I wish you great and successful sales!

For particularly suspicious readers, I will note that I am not promoting black PR, but only suggesting that you focus on how your product differs from its competitors.

For example, the well-known and well-proven HPV model (characteristic-benefit-benefit).

To start a profitable business good option will be the implementation of doors. This type of business is additionally suitable for the sale of accessories, which will allow buyers to buy everything they need in one place. Interior and entrance door store is one of the promising business ideas, which can become a source of permanent income for its owner.

Market analysis

According to the types of doors are divided into:

1. Input.
2. Interroom.
3. Special.

Entrance doors are large and heavy structures, which are equipped with locks and bolts, at the request of the client it is also possible to add video surveillance equipment. Installing and bringing in front doors is a more difficult task, unlike interior doors, because of this they are implemented as they expand.

• bathrooms;
• toilets;
• kitchens.

As for luxury furniture, buyers of these types of goods most often visit building supermarkets, and they do not pay attention to small businesses. Based on this, you need to start opening an interior door store after analyzing the market and retail space. As a result, you will be able to:

1. Make a list of the most large enterprises that implement doors.
2. Find the addresses of manufacturers that are closest to you in order to purchase wholesale products.

Registration business organization

To open a business from scratch, you need to register as individual entrepreneur or LLC. The best option would be to open an individual entrepreneur, since this type of work does not need any permits.

The room and its location

The store can be located both in a residential area and in mall. Pay attention to this moment:

1. If you decide to open a store in a residential area, then you need to conduct a large-scale advertising campaign.
2. If an entrepreneur wants to save on advertising, then shopping centers have much more visitors, you can spend much less on advertising, but you will have to pay more than 4 times for rent.

It is necessary to find a middle ground and place the assortment in a small amount. For sale, a room of 30 sq. m.

Equipment

In order to equip a retail outlet, you should purchase furniture and household appliances:

• chairs;
• tables;
• computer;
• Printer.

When renting a room in a shopping center, you can not spend money on repairs, you will need to buy door samples from a supplier and door catalogs.

More than 20 doors can be supplied for the exhibition, and others can be sold through catalogs. The exhibition should be the most popular and running models. The goal of any business is to have customers who should be given the opportunity to see what you are selling so that they can order the model of interest.

Range

Ideally, a wholesaler should provide several types of interior doors:

1. Laminated. Such doors are covered with paper film, this is a very popular product, because its main advantage is a low price mark. The most popular shades for these doors:
   • wenge;
   • bleached oak;
   • Italian walnut;
   • milanese walnut.
2. Ecoveneer. This is a propylene film that resembles a wood structure. This type more environmentally friendly than PVC doors. The most well-known supplier of eco-veneer doors is Profil Doors. Popular shades:
   • bleached oak;
   • cappuccino;
   • sienna walnut.
3. PVC. Doors made of PVC are different from the rest, because they have plastic coatings that can be matched to absolutely any shade. The advantage of these doors is that they are not exposed to moisture and wear-resistant, PVC doors are also supplied at a low price.
4. Veneered. Such doors are covered with a thin layer of wood. Thanks to the veneer, the door looks natural, although in most cases it is just a hollow frame inside. A good advantage of these types of doors is:
   • environmental friendliness;
   • aesthetic appearance;
   • price.

Minus - each batch can be different in color. If you ordered 3 doors and a month later you needed to buy another one, then the shade may be different from the others.

Entrance doors for the store should be ordered from Russian as well as Chinese manufacturers. The most popular of the latter are:

1. Doors "Domino", made of thin steel.
2. Doors "Yoshkar", insulated min. cotton wool.

A large number of Chinese doors are not advised to exhibit, it is better to offer them from a catalog.

From manufacturers in Russia, it is necessary to single out companies from:

• Saratov;
• Novosibirsk.

Metal doors should be purchased for the exhibition in the amount of 5 pieces, and the rest should be offered from catalogs. They can additionally offer arches of 2-3 pieces. To place all copies in a small area, you will need a retractable door exhibitor measuring 21 square meters. m., on it you can:

1. Fix all metal interior doors.
2. Arrange samples along the walls or mount them for a more aesthetic look.

In addition to doors, finishing materials should be offered:

• platbands;
• boxes;
• door handles.

Staff

At the beginning of business development, you should not recruit a large number of employees in the state:

Another option is to enter into an agreement with companies that install doors. Working with other organizations, you can:

• improve your service;
• offer visitors an additional service;
• receive a percentage of any installation order, excluding the cost of additional personnel and transportation costs.

Advertising

1. In newspapers.
2. Post ads on the streets.
3. At stops.
4. On the porches.
5. In the underground.
6. In the Internet.

The most effective way is to spend a large amount of money on advertising, and then reduce this cost as the business expands. For those customers who will come to you more often, as well as for wholesale and large customers, you should create a system of discounts and bonuses. Then they will always come to your store, then you will be provided with a constant income.

The system might look like this:

• regular visitors who make more than 2 orders per year can be provided with a discount of up to 10%;
• for buyers ordering the assembly of more than 5 doors - a discount of up to 5%;
• additional discounts can be offered for more demanded customers;
• you can also make large discounts on unsold items in order to sell them.

The financial component of the business

Opening a door shop profitable business, independent of the season. Before investing your money, you should draw up a detailed business plan that will describe:

• potential costs;
• income;
• payback period.

Cost of opening and maintaining

Initial costs include:

The initial investment will amount to 590,000 rubles. Monthly expenses include:

• rent - 60,000 rubles;
• remuneration of employees - 60,000 rubles;
• tax deductions - 8,000 rubles;
• other expenses - 15,000 rubles.

Monthly expenses outlet will amount to 143,000 rubles.

Size of future income

In order to calculate the future profit from the sale of doors, one should take into account the average cost estimate for doors, which is 243,000 rubles. One visitor can buy an average of 3 doors. As a result, it turns out that the profit per person is 13,500 rubles. The markup should be 30% of income, for the year - 4,050 rubles. from the client.

Payback period

Investments in opening a store, with the correct calculation, should pay off in six months of activity. When starting a business, it is necessary to give preference to furniture that is popular among the population, as well as set a low price mark.

As the store expands and a good flow of customers develops, you can start selling special doors (for non-residential buildings) and interior doors. Production can be carried out by prior order.