Most of the time a self storage operator’s first point of contact with a potential customer is on the telephone. Even with all the online booking advances, nothing replaces an actual person to talk to and answer questions. It is an opportunity for a storage operator to shine and flex his salesman’s skills. Sales techniques and method of sales are teachable to anyone who has the desire to learn.
A one-hour webinar, “5 Steps to Telephone Success” will be hosted by Carol Krendl, owner and CEO of SkilCheck Services on March 25, 10 a.m. PST. During this event she will walk attendees through each step of the telephone sales process.
According to experts, there are five basic steps when using a telephone: 1) greeting the customer, 2) inquiry questions, 3) counseling by relating sales advantages, 4) invitation to rent, 5) the close.
In each step a salesman needs to have additional selling skills. Following are seven critical sales skills that make the difference in being proficient at selling storage space:
• Being a ‘people person’
• Presence
• Relating
• Questioning
• Listening
• Positioning
• Checking
These skills determine selling strength and flexibility. Utilizing these skills are important during the sales process as you greet the customer, find needs, determine the appropriate size, resolve any objections, and close. Mastering these skills will help a self storage operator become an outstanding salesperson and a valued consultant to their customer.
Krendl has been involved with the self storage industry since 1984. She currently serves as vice president of the California Self Storage Association. SkilCheck provides services for the self storage operators including mystery shopping, manager background checks, manager training, employment evaluations and more.
Sources Used:
“SkilCheck Presents Free Self-Storage Webinar: Handling Customer Objections.” Inside Self-Storage. March 15, 2011.
“Self Storage Webinar: 5 Steps to Telephone Success.” PitchEngine.com. March 11, 2011.