Nurturing the Sale

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Business is not unlike any personal relationship. Your customers have needs that should be met. The first step in meeting those needs is to know what they are.

Most customers don’t begin by telling you exactly what their needs are and they may not even know what they are. It’s your job to seek out the information vital to giving them the best solution.

The simplest way to know your customer’s needs is to do a little investigation and ask some questions. Begin with the basics and build from there; the following are a list of essential questions:

• How soon will you need that?
• Are we a convenient location?
• What will you be storing so that I may find you the best size?
  OR 
  If the customer already knows what size they want, confirm that it’s the best size by comparing it to a familiar size. Ex.: Ok, a 5×10 is about the size of a walk-in closet. Does that sound about right for you?

All of these questions will guide towards the final sale and can have an effect on which option is best for the caller. Because these questions should lead to the sale rather than follow it, you must ask these questions before giving a price and before closing the sale.

Getting agreement from your customer in each of these areas will lead the callers to selling themselves on your facility. They’ll be in the yes mode and ready to close the sale. Nurturing your customers’ needs not only gets your customers what they want, it will build excellent rapport and loyalty towards your business.

If you do build a great experience, customers tell each other about that. Word of mouth is very powerful.
Jeff Bezos

Written by Sarah Little, TQA Account Executive

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