Practice

A Solution To The “Not Enough Practice” Problem

Getting enough practice time is a big challenge for self storage managers who want to improve their phone sales skills. When I checked my call recording data for several of my stores ranging in size from 600-800 units I found that my property managers were answering, on average, fewer than 2 phone calls per day […]

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Two Ways To Improve Your Hidden Self Storage Sales Script

Just because you haven’t written down your sales presentation doesn’t mean you’re not following a script. Think about your last 10 interactions with prospective customers. Did you answer the phone in 10 different ways? Did you use 10 different phrases to ask the customer to purchase a lock? Did you try to sign up your […]

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How “Saying The Words” Made Me Above Average

In September and October of 2010 I was invited to speak at the Inside Self Storage conference in New Orleans, the California Self Storage Association conference in San Diego, and the Texas Self Storage Association conference in Fort Worth. Many people fear public speaking, but I happen to love it.  (If anyone reading this would […]

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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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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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