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Getting a sale is just one big cat and mouse game between the sales person and the customer. The funny thing is that both sides knows what the other side is trying to do, but they are also trying to make sure that they maintain the upper hand in the game. The customer wants to make sure that they are not revealing too much information or making sure that they are not giving the sales person signs that they are wanting to make the purchase. The sales person is wanting to not be too pushy and let the customer believe that the sale that is about to happen is all their idea. Oh it is so fun playing this game.

In the self storage world the game is sometimes a very easy back and forth while other times the game can be very stressful. Most times when people are needing storage they have such a desperate need for it right now and there is not a game to be played. While other times the customer still needs the space and no matter what the sales person does, they will still get the sale. The customer in the latter situation just wants to make the sales person sweat. Sometimes the game is very direct while other times the sales person might come from many different approaches to close the sale. What kind of things does the sales person do in order to close the sale and win the game?

Again it is not a secret that the sales person is doing their best to close this deal. They want the customer to go ahead and rent the space. They want the customer to rent the space right now without a moment’s delay. They quickly have to find out what the customer’s situation is and take care of them. So the sales person will ask a bunch of questions in order to figure out the customer’s situation. They are trying to build rapport and be the friend of the customer. When you are friends with people, most likely you will do whatever they recommend. Well the sales person is trying to be their friend for two reasons. One to build rapport to understand the customer’s needs and also to close the sale. If the customer says no to the subtlety of rapport building then the sales person has to resort to plan b.

No one is trying to play games with the customer because the customer has a genuine problem, but the customer is not always trying to be helpful. They believe they can go from facility to facility and haggle prices to get it down to where they are comfortable. That is not needed. The sales person will do whatever they can to close the sale which could include special rates, discounts are even specials. As a customer, all you have to do is ask instead of making the sales person sweat. The sales person could be luring the customer the whole time with dreams of paying a great price for storage and grant their wish.

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