Sales Call Techniques - Page 4 - Self-Storage Talk

Gina6k · #31 (**permalink**) 24th February 2010, 09:40 PM

YEA!!! Applause! Standing Ovation!
Color Wayne

Bev, I know you're reading... so let us all know which day you'll be out shopping. We'll call and harass Wayne mercilessly.

faerieflora · #32 (**permalink**) 25th February 2010, 03:13 PM

Quote:

Originally Posted by Elphaba

Always get their name and call them by it. That will create a 'relationship' between the two of you, also get their phone number if at all possible.

My GM agrees with this completely.. I don't.. I think the reason is that I hate it when I'm being 'sold' and someone who I don't know from a hill of beans calls me by my name like they're my best friend. I feel almost rude doing that.. many of my tenants I call Mr. or Mrs. so-and-so rather than first names.. Maybe it's from all my years as an Army brat! : )

I do, however, make sure that before I give up the price I qualify needs and suggest sizes.. someone my think that a 5x5 will suit them, but when they realize what a 5x5 REALLY is, they tend to like prices for other sizes too! : )

donald1 · #33 (**permalink**) 26th February 2010, 03:57 PM

Quote:

Originally Posted by Elphaba

Always get their name and call them by it. That will create a 'relationship' between the two of you, also get their phone number if at all possible. Find out as much possible about why and what they are storing so that you can (for instance if a mother is calling to get a unit for her son Jim moving in town) get his name also and tell her that you would be happy to accomidate Jim and will make sure this is an easy move for Jim.. etc etc. We rent Penske trucks so we always mention that we have that additional convenience to offer them, also point out our access is 24/7 and (I'm sure not many have this policy but our corporate office has the "we will beat any competitors rate") Mention that I can save them time looking around because I not only can beat any competitors rates but I research others rates so mine are based accordingly(lower). We give them our web site address so that they can check out any specials we are offering to see which is best for them. If we get off the phone not closing a deal and we have their phone number we call back later that day and express our enthusiasm in accomidating them. With numbers going down (or tetering at about the same level for a year) our effort definately has to go up!

Thank you for this information.

Regards,

donald

jcarlisle · #34 (**permalink**) 5th March 2010, 04:58 PM

Speaking of sales techniques, here's a good article from Tron Jordheim on manager sales training that just posted to the ISS Web site.

Tom Litton · #35 (**permalink**) 6th March 2010, 08:31 PM

I co-owned a shopping service years ago and we shopped thousands of self storage managers. Recently, I was listening to my own managers and found that they were just talking and telling to get the points I had placed on various key points, features, etc. I realized that I had done them a disservice by teaching them this approach. I have modified my technique to now involve the potential caller by asking them early on in the conversation if they have access to the internet. It is amazing how many do. We now engage the prospective tenant by "touring" them around the website. This makes the presentation more natural and gives the potential tenant something to visually see, in addition to hear. It really works!!!!

P.S. Try to get away from just talking to score points and make an effort to bond with your callers. Put actual pictures of your various sizes on your website. This allows you to show them the space you think they need!

Thanks@

JulieA · #36 (**permalink**) 6th March 2010, 10:25 PM

Quote:

Originally Posted by Reebee

MCG...I would also LOVE to see your script. This is one of my biggest challenges. We're a tiny little town (population 35,000) with 9 storage facilities in it. Everyone shops us! If I get them to come down, I can 99% of the time rent to them--I just need to get them down here!!

Offer them a fresh crisp $10 smacker to come see you! Heard it in Vegas-- and they said it works!

bdocktor · #37 (**permalink**) 7th March 2010, 03:49 PM

In Vegas I heard, offer them lunch from In-N-Out Burger. I'm going to get some coupons for lunch from them tomorrow.

Reebee · #38 (**permalink**) 8th March 2010, 01:32 PM

Great ideas!! ('cept we don't have an In-n-Out Burger!) We do have a couple of great sandwich shops though! I'll have to look into that.

JulieA · #39 (**permalink**) 8th March 2010, 02:06 PM

One person shared they offer ice cream for a visit. Think they gave a half gallon. Theory-- they will hurry home with the ice cream and not visit any other facilities! GENIUS IDEA!

donald1 · #40 (**permalink**) 8th March 2010, 02:17 PM

Quote:

Originally Posted by kenbrandy

I also don't answer the phone when a customer is in a conversation with me, but I will call that number right back as soon as I am free again and be very apologetic for missing the phone call..

lol.this is a good habit.you must call back them.

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