I will admit that I am the worst at phone sales - I am a great sales person face to face, but I have never been good on the phone.

Part of it comes from too many times trying to ask all the right questions and getting yelled at or told "Listen A**h**e - I just want the damn price".

I have tried to engage them in conversation and found that most often if you are able to get someone talking and willing to listen to your "script" about your facility and all your great features it is usually someone from the competition shopping you

It's tough around here when you only get MAYBE one call a day looking for information and they are already pissed because they have already had to listen to everyone elses script.

Guess I'm just a little frustrated by the lack of traffic and the rude people - I need a vacation!

Can I go to Vegas early?????

__________________
Wayne
All American Self Storage
Palmdale, CA.


All arguments can be resolved ... with high explosives and Humor!!!

I find the majority of my calls the customer really don't know what they need, I always qualify them first, then give them the features and benefits, try to overcome any objections and close by setting up an appointment.
Plus there is always room for improvement, try to remember your last phone call and improve on the next..

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Countryside Self Storage

MCG..I would also love to see your script! Face to face I am pretty good but phone I could be better. Any help would be appreciated!!
Lou

It takes a little more than a script, my weakest part on the phone is when I have a customer walk in when I am on it. 'major distraction'

__________________
Countryside Self Storage

We get a lot of "How much are your "?? X ??" We tell them and they hang up. Probably not going to sell them on our facility. The ones that say "how much are your storage units?" we can talk to. Conversion rate of walk ins to renters runs about 99%. Conversion rate of phone inquiries is a whole lot less. Can we get the script too pretty please?????

Thanks MCG! I got it ready and now just waiting on a phone call.

Your Welcome ULR!! Let me know how it works for ya!!

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MusicCity Gal

In my opinion MCG and others have the right idea about asking questions and building value before quoting the price. MCG's script says take control of the conversation by asking questions. I know some people struggle with that when the prospective customer seem hot to know the price right away.

If you want something specific to say to help get past price and into asking questions without upsetting the prospective customer try this...

"We do have a couple of (size requested) available. So that I can quote you the right price, can I ask you a few questions?"

99.9% of the people respond, "0K." to that question. Everyone wants the "right price". Since you are acknowledging that you understand they want the price and that you intend to give it to them, they nearly always will politely answer a few questions.

I know most people can only take so much of me, but if you can stomach a little more - this topic of converting callers to renters is the bulk of what I blog about over at http://sellingstorage.com/blog

__________________
Kenny Pratt, President
Crescendo Properties, Inc.
www.storagekings.com

and

blog: SellingStorage.com
e. kenny@sellingstorage.com
o. 916-538-2266
Simple skills help you convert more prospects to renters

Thanks, Kenny! I found your blog VERY helpful. As someone mentioned before, the hardest time to "sell" your site is when you're on the phone and a customer walks in --- a minutes distraction can make you literally "drop the ball" and forget "where you were headed" in the conversation.

Pat
Jamestown, NC

Thank you all for the tips -- now if the phone would just ring I could try some of this.

__________________
Wayne
All American Self Storage
Palmdale, CA.


All arguments can be resolved ... with high explosives and Humor!!!