Sales Strategies

How To Make Move-in Specials A Closing Tool (Not Part of Every Transaction)

On Every Transaction? Unless your advertising says “on every unit” or “on every size” or something similar, then you can better manage your discounts when you think of your move in specials as a closing tool, rather than a default part of the transaction. Move In Special As A Closing Tool Here’s how this concept […]

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Sell Everything You Have To Offer With This Self Storage Sales Approach

Don’t Stop Selling One way to sell more is to simply keep selling.   Most self storage managers think the sales process has only two pieces, the storage space, and everything else, and so they stop selling too soon.   The trick is to keep selling, i.e. moving from sale to sale, as long as the […]

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Not Everyone Is Like You – And Why That Sabotages Your Sales

I had a property manager who was living paycheck to paycheck and was very reluctant to sell boxes and packing supplies because she couldn’t fathom paying the prices we charge for boxes if she were to move. What she didn’t consider is that not everyone is like her.  Her perception of the value of the […]

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Selling Lessons From Extra Space

I wanted to find out how Extra Space sold their insurance product because I heard that they had very high conversion rates (anecdotally, something like 90% of their customers pay for insurance).  The video below documents my mystery shop and what I learned that can be applied to my business (and yours). Below the video […]

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Increase Your Revenue – Stop Assuming It’s All About Price

Sure, sometimes self storage sales is about price. But not always. And not usually. So stop shooting yourself in the foot and giving away unnecessary discounts by making that faulty assumption. The other day my coworker and I met for lunch near one of our self storage facilities. After eating some mediocre pizza that sat […]

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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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