Kenny Pratt

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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You Are Not Carrying a Giant Check

Face it, you are not Publisher’s Clearing House carrying around a car-sized check for thousands of dollars.  People are not dying to hear from you. But sometimes you really want to get in touch with a prospect because you know they are shopping around and you want to follow up. (You are following up aren’t […]

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Four Self Storage Follow Up Guidelines

What you say when you follow up really depends on the situation, but here are a four guidelines to help you on your way. Ask for permission to follow up during the initial contact.  That opens the door to staying in touch. Follow up sooner rather than later.  You don’t want them to forget you, […]

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Are You a Mind Reader?

If you are like most self storage managers you don’t really think you can read minds, you just act like you do. Before I started training our store managers to win business through effective self storage sales,  they would just tell people what they thought they wanted to hear. I remember one store manager telling […]

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