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Your Edmonton self storage employees are your marketing department when they are talking with customers. Because of this, you should train them how to sell effectively and give them the confidence that they need to perform. The foundation of the sales process is vital. You need to have structure. The rapport building process is short, but important. The needs evaluation is important as well. These concepts are discussed further in other articles. Here are some things that you can teach to your Edmonton self storage to achieve your sales goals.
After you have evaluated the customer needs, the time for the presentation has come. This is when you should get a little bit excited about what you have to offer. You are the best storage company in Alberta and there should be no doubt about it. If a competitor does something better than you, then you should do everything thing that you can do to improve on that area. Make a recommendation of a size and type of storage unit based on the customer needs. It may be necessary to make notes about what you talked about in the needs evaluation portion of the call so that you can tell each Edmonton self storage customer why you are recommending a specific unit. For example, tell them you are recommending a climate controlled unit because this will be the best way to protect their LCD TV and leather furniture from any temperature related damage.
Remember that a recommendation is just that. It is not a demand or a command. The Edmonton self storage customer gets the final say. If they say that they want a standard unit even though they are risking damage to their things, then you should just go with it. During your presentation portion of the call you should also go over some of the great features that your site offers. Make sure to attach customer benefits to the features by, once again, referring to the notes that you made in the needs evaluation for the customer.
Along the way, you will want to get as many buying commitments. Ask the customer if they see how security is important when they are looking for Edmonton self storage units. If you sell them on this, then they are more likely to look at the overall value as opposed to just looking at the price. If you have a good, quality facility, then you are not going to be the cheapest so you do not want this to be the only thing that they focus on. The more buying commitments that you get, the easier the close will be.
The close should be the easiest part of the call. If you are having trouble in the close, then you are probably lacking in one of the previous parts of the call. They should be sold on your company by this point so you will just need to assume the sale. Do not ask them if they want to rent a unit, ask them how they would like to pay for the space. This may be difficult at first, but you will gain confidence after experience. If you ask them if they want to rent a space, then you are giving them an easier chance to say no. Assume the sale.
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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.