From the category archives:

Sales Strategies

The Wrong Reason To Ask “What Are You Storing” And What To Do Differently

“What will you be storing?” is the most commonly misused question asked by self storage managers. It’s misused because for most storage managers the only purpose for the question is to get the size recommendation “just right”.  They are missing an opportunity to expand their vision of what their prospect is going to need and [...]

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Self Storage Sales Tweak: Confirm Your Appointments

I call it a tweak because it’s just the slightest shift in the way you do things.  But sometimes just a little tweak makes a world of difference when you are selling So here’s the recommendation: Start Confirming Appointments You should be inviting prospects to rent from you in a way that leads to an [...]

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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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Self Storage Sales Professional Vs. Order Taker – Two Differences

A Self Storage Sales Objective = Difference 1 When you are taking orders, you don’t really have an objective.  You are happy to give people whatever they want as long as it is on the menu.  You are not steering.  You are not an active part of the decision making process. You are a record [...]

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A Self Storage Sales Professional’s 3 building blocks

1. You Have a Professional Mindset You treat the sales component of your job like professional athletes approach their sport, like professional chefs approach their food, or professional welders approach their craft.   You are striving for 100% from the 3 point line.  You are striving for a pie with the perfect flavor and consistency.  You [...]

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Listen and Earn

So often we think of selling as having the right words to say at the right time.  But often the right words only come if we have listened first.  In his book,  The Knack (which I highly recommend),  Norm Brodsky tells the story of how listening was critical to winning the business of a potential [...]

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