The Mind Is A Powerful Thing

It has been noted that the last thing one hears is the first thing one remembers.  This is true in the self storage industry as well as the rest of the world.

It is normal for the human mind to retain the last thing it was given, whether a verbal or physical gesture; the mind recalls the most recent things first.  I keep this in mind as I work at the Phonesmart call center and I use this knowledge to my advantage when it comes time to give the price.  When giving the rates of the self storage units, I offer the choice of two prices/sizes in the order of the least expensive unit being quoted last.  Why?  For the very reason that I previously mentioned; the mind recalls the last thing first.  In the customer’s mind they are thinking about the last price that I gave them which subsequently is the least expensive unit so the caller feels as though they are getting a great deal for a reasonable rate. 

This technique can be used in everyday life with self storage, selling or buying a vehicle or purchasing furniture. This technique is a successful sales tool if presented properly.  In sales it is a good rule of thumb to remember that the mind remembers the last thing first. Manipulating that may affect how the caller responds to the price and their interest in self storage or the product that is being sold.

Written by Angela Perry

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

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