Just the price…

Just the price, please!

How many times have we heard that phrase? Many of us have seen that funny commercial with the guy shopping around for insurance quotes. Sometimes those words can be annoying to hear, especially if you are well trained in selling the value of your storage. Approaching these potential customers is really easy if you consider the fact that they are relaying their biggest concern right off the bat. You will know right away that this poor person has probably spent quite a bit of time talking to other storage companies, and must have heard every sales pitch in the book. All they want is that one magical fabulous price to end their phone imprisonment.

It’s really important to recognize and empathize with this shopper’s woeful attempt to find a storage unit at a good rate. They are probably tired of answering all of the qualifying questions that we would normally ask, and you can hear the frustration in their voice if you attempt any kind of price stall. Surely this person would much rather be doing anything other than shopping around for storage. Sometimes, they will hang up if you fail to give them what they want quickly. You really have to think on your feet in order to grab their attention.

I’ve learned from experience that a quick joke or shared laugh often breaks their monotonous search. Say a person calls and says: “What’s the price of your 10×10’s?”

Most of us would try to find out if they had ever used storage before, or ask what they were storing in an effort to qualify the unit size. Then you’re hit with, “Can I JUST GET THE PRICE, PLEASE?” Now the course of the call is changing quickly. How can you still maintain control? Try some of these:

-“Wow! You sound like that guy on the commercial! I hope your not pulling your hair out over storage, hair replacement costs more than moving!”

-“What’s the best price you’ve gotten so far? Maybe I can beat it! Mine were FREE last Tuesday!”

-“I sound like I must be the 100th call you’ve made today! What do I win?”

-“Sounds like you’ve talked to quite a few companies today! Well, guess what! You’ve finally reached the best one!”

-“Hmm…the 10×10…okay…bear with me while I look up the price. It’s the strangest thing, I had the prices on all of our units memorized yesterday, but can’t remember them at all today.”

Think of a phrase that suits your personality and have it ready to use whenever you hear

“Just the price, Please!” Sometimes a little laugh can break up the monotony, giving you more phone time to help the customer. If nothing else, it may even brighten their day!

-Laurie Cox, Phone-Smart Sales Force

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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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