Selling Self Storage 101
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PhoneSmart’s Sarah Little gives us a crash course in selling self-storage
Three years ago I began working in the Phone Smart call center. I knew I’d be selling self-storage over the phone. I had previously had a vacuum cleaner sales job, which was pretty hard-core selling. So, I thought to myself, “This will be easy, how much can there be to selling self storage?”Although it seemed like an easy job, it turned out to be a lot more intricate and detailed than I thought. Aside from all the call center software, and rules, I had to learn the storage industry.So whether you’re a veteran or a newbie at selling storage, let me give you a quick run down of the key points you should cover when talking to a prospect.Greeting:
Be happy!! SMILE! Give your name and your store’s name and ask how you can help.
Qualifying:
Ask the customer these 3 questions (at least)
1. How soon do you need storage?
2. Are we a convenient location for you?
3. How much do you have to store so that I can find you the best size?
Value:
List some of the benefits of storing at your facility.
Price:
Give the price AFTER you’ve qualified and built value.
Close:
1. Create urgency (motivate the caller to rent now)
2. Take the caller’s contact info (name and number)
3. Encourage a reservation
4. Invite them in and make an appointmentEnding the call:
1. Ask if they have any other questions
2. Thank them for calling.PhoneSmart Your Offsite Sales Solution
Inside Self Storage Expo in Reno See Tron Jordheim
Property Management Blog The ins and outs of Property ManagementDisclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.
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