Proper Property Management

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“Get the credit card!” “Get the reservation!” “By any means necessary…” these are all expressions that you hear throughout the self storage and property management industry; however these same motivating phrases can be misleading if you are not careful.  As a trainer at the call center I listen very carefully and I hear many different sales techniques to obtain the credit card or even to get a caller to come in for a site tour.  However, I do wonder if some sales representatives cross the line between aggressive and being rude.  Although it is a difficult task to overcome objections or concerns of the caller there are things that I do not feel comfortable saying to a caller. 
“Why don’t you want to reserve with a credit card, is it because you don’t have one or is it because you do not have the funds on the card?” These statements do not strike me as acceptable closing questions.  I think that this aggressive sales technique is rude as well as an invasion of privacy.  The caller has answered the question about reserving the unit with a “no” and after another attempt has been made, then inviting the caller to the self storage facility is the next step that should be taken.
Aggressive sales work in some sales positions however in the self storage industry it does not work well; instead of a sales technique it is more of a deterrent to rent self storage.  Therefore if you have aggressive sales people at your place of business then you may want to put a leash on them and yank them down so that they will know to “heal” and not “attack.”

Written by Angela Perry PhoneSmart call center trainer and business blog writer.

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9 N 004 Rt 59, Elgin, IL 60120, is a one stop moving and self storage store.

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