How Much Is One Of Them Storages?

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What is the structure of the sales process in selling self-storage? Hopefully your store gets a lot of telephone inquiries, and so much of your selling is done on the phone. But the same process holds true when someone walks in the door and says, How much is one of those storage things?

We’re not going to talk about dealing with current tenants now, so we’re going to get them right off of the table. I am hoping that you and your staff already know how to be friendly and helpful to your current tenants. If you learn to sell with better effectiveness, it will automatically improve your interactions with current customers. But for the sake of keeping it simple, let’s just talk about new potential renters. 

The conversation will usually start one of two ways. It’ll either be How much is. . . and they’ll name off a unit that they think they’re supposed to get, or they’ll say something like, I need to store my stuff. Help me. One of these two things are going to happen. They’re either going to ask you for a price or they’re going to ask you for help.

The people who start off asking for help are great to deal with. All you have to do is act the part of the storage expert, take them by the hand and lead them through the process. The people who start out the conversation asking about price can sometimes be handled in exactly the same way, but sometimes they require more thorough and more careful handling.

exerpt from Selling Self Storage, by Tron Jordheim

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.