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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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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