How To Close A Sale

I recently offered some sales training to a store manager. We were discussing asking for a reservation after building a self storage quote and she felt uncomfortable with closing the sale this way. She said her goal is to get them in the store because once they’re at the facility, they’ll rent. I reasoned with her, but when I explained the reservation like this, she finally understood its importance:

The ultimate goal is to gain a new tenant. A customer shopping on the phone is usually going down the list in the phone book or a short-list they’ve been given. Your goal on the phone should be to get them to crinkle up that list, or close the phone book. The only way to do that is to get strong commitment from them over the phone, until they come into your store. While setting up a site visit is an excellent way to gain commitment, it doesn’t guarantee that they won’t visit another facility or keep calling around. However, if you ask for their credit card to hold the unit, then they’ve put up some collateral, if you will, and they feel ownership towards your facility. Now they’ve forgotten all about the other guys.

If you find yourself a little hesitant when it comes to asking for a credit card, try a phrase like this, Because we have a limited number of units left, let me hold you a space so it’s here when you’re ready. I can hold it with a credit card and you can rent the unit when you come in. What credit card would you like to use today? And when is the best day/ time for you to come in?

Now you’ve created urgency, encouraged a credit card reservation and asked for an appointment all in one smooth close.

Written by: Sarah Little, TQA Account Executive

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