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Training can be the most rewarding thing that you do this year for your Dover Glen self storage company. You may be rolling right along just fine, but a few adjustments could improve your business even more. There is always room for improvement. Your company is either growing or dying. Look at the huge corporations in the world. They never get comfortable and say that they are happy with where they are. They continue to grow and expand. You could expand, but improving your existing stores may be just as good.
You must teach your Dover Glen self storage employees how to sell. If you were to pick up the phone and call ten storage facilities, chances are great that you would run into a few that do not answer the phone, even during operating hours. Make sure that your employees jump for the phone when it rings. There are times when they will not be able to get to the phone, but that is very rare. You will also run into a lot of order takers. This is when you ask for a price and they say a hundred dollars a month. This is definitely not selling. The caller would just hang up and call the next Dover Glen self storage company. Structure each call a certain way and build on that foundation.
Everyone sells in a different manner. Respect the different styles, but also instill a good structure for them to follow. The first step is rapport. In many sales industries, this is a ten to fifteen minute process. You can ask them what they do for a living or about their family. With a Dover Glen self storage sales call, you will have to do this a little more subtly. A friendly smile will go a long ways. Even if the person you are talking to is the grumpiest person in Alberta you should still be positive as opposed to mimicking their attitude. They will typically become friendlier as the conversation unfolds. Some as simple as asking them how they are doing is a not something that they will get a lot when they are calling around for prices. They will usually thank you for asking.
Read the situation at all times. Acknowledge their request before anything else. If they ask for prices, let them know that you would love to help them out and get out your storage list. After you acknowledge their request, you could then ask them how they are doing. The next step is the needs evaluation. Let them know that you are going to ask them a few questions to establish their needs. Every Dover Glen self storage caller is unique and will have different needs. They may need and value the climate controlled units or it may make no difference. They may want to have a drive up space for easy access or they may be looking to save money by getting a unit on the second floor. There will be a perfect size for them and it is up to you to determine what that size is to the best of your ability. You will never be able to determine their needs unless you ask. Some people will need to see the space before they know what size would be best, so some may find it helpful to offer two different sizes.
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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.