From the category archives:

Leadership

Motivation Doesn’t Solve A Skill Problem

This is the first post in a series I will publish over the next few weeks about creating a sales culture in your self storage business. These posts are probably most relevant to people who have responsibility for more than one location, like self storage owners, asset managers, directors of property management or operations, district [...]

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3 Phone Sales Metrics That Make You a Management Genius

If you manage the on-site staff at a self storage facility here are 3 metrics that help will help you manage more effectively and improve your selling efforts. Gross phone leads over time Tracking phone leads over time has two benefits. First, it tells you how many times your on-site manager has had the opportunity [...]

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Instantly Make Store Managers Accountable For Practicing

Do you require your managers to practice their sales techniques?  If you do (and you should) here’s an easy way to keep them accountable. Listening to the practice calls will give you some insight into how your store managers approach their role as a sales professional.  It will also give you another opportunity to give [...]

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A Sure-fire Tactic For Learning To Sell Self Storage

When trying to learn to work in new and better ways, a simple way to keep motivation high is to rack up small wins which give you immediate positive feedback.  Success is energizing. Rather than focus your attention on getting the entire sales process dialed in, start with just one piece and work on that. [...]

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Self Storage Sales Scripts – Why and Why Not

Here’s the summary: Self storage sales scripts are generally  good for beginners, but can also cause problems.  Problems get worse as property managers become more proficient. Good For The Beginner Sales scripts have a lot going for them, especially since most self storage operators are not hiring experienced, professional sales people.  A good script has [...]

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Controlling the Conversation (another misnomer)

When people talk about controlling the conversation it sounds like bullying.  It conjures images of a bulldozer pushing everything out of its way or a steamroller flattening everything in its path. But its not. It’s more like taking a friend to a nice restaurant they’ve never been to before.  Your friend is hungry and you [...]

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