Building Value

With all industries that are blanketed under sales, including the self storage industry, it is good build value into your product or location.  In the self storage industry building value into the property is easy to do by mentioning the security features and the benefits that are associated with each of them.  If you are in another part of sales outside of the self storage industry you can build value into the product by mentioning the characteristics of the product that is most appealing to the audience that you are serving.  If you are a car sales person then build value into the vehicle before giving the price so that the customer won’t be overcome by sticker shock. Features such as leather interior, a sun roof, automatic lock and doors, cruise control system, heated seats, etc are attractive to the customer and divert attention from the sale price and onto enjoying the benefits of the vehicle. 

In the self storage industry it is just as easy to build value into the facility by giving the amenities and features of the site such as a fenced and well lit area or video cameras to secure the property.  Overall, the objective to being a successful sales person is not selling the product or service but how you sell the product or service.  If the product or service is presented by building value into it, the conversion rate of closing sales will be increased tremendously.

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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