What’s In a Name

With my sales experience, I have seen many different sales strategies. There are probably so many strategies in my head that I get the choice of which ever ones I think will work best with that customer. One strategy I found works is when I am introducing myself and I ask for their name. Simple enough, right? However, it has one of the biggest impacts on the rest of the sale.

Yesterday, I was selling an older couple some appliances for their kitchen. They were talking with another one of my associates and then some how I was introduced into the conversation. After our introduction, I knew their names and could start using that to build rapport with them and talk to them as if I have known them for some time. 

They ended up spending a lot of money with me because they said that no one has ever talked them as I had, as they were looking to buy something. Everyone else they had talked to that day did not take the time to ask them for their names or even ask questions to find out what their needs are. I was elated.

What is in a name? A relationship. Now, when that customer comes back in, I know them by name and I can welcome them back in to my store. The same thing goes for self storage. Start the conversation with a name and start talking to them as if you know them. Try it and see how comfortable customers/callers get with you and how it affects your business financially.

Written by: Joel Little

Thanks for reading our self storage blog. We put sales and self storage together.

PhoneSmart is your offsite sales force and call center in Columbia, Missouri.

Self storage is conveniently located at 1310 South Enterprise, Olathe, KS 66061

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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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