Going For The Self Storage Close

In the call center business handling sales calls, including self storage inquiries, there is a certain outlook that you need to have in order to effectively and productively manage your conversations with the customer, its confidence.  Typically, before the middle of the conversation is where most sales associates will ask for a sale.  If you have a confident sales rep you’ll notice that they ask for the sale throughout their entire call, and are not afraid to ask again before the call ends.

Others will go for a soft sale by giving all of the information needed and then offering the sale at the end of the call. And if the customer isn’t interested in committing, they will let them go, hoping that the caller will call back again for that self storage rate.  If you want to be at the top of the hill and watch your sales increase, you need to have the confidence it takes to turn it around, by continuing to ask for the sale throughout the call, or what we like to call; assuming the sale.

Ask for agreements throughout your call and you’ll have a better idea of where the customer stands.  When you do this, you can better gauge the end of the call, but more importantly it allows you to overcome any of their concerns immediately.  This way you will not have to worry about it at the end of the call.  And remember to not just listen to what the caller is saying, but also to how they are saying it and what they are saying.

Written by Robin Turner, Call Center Manager

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