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Exactly Thrifty... now there is always an exception as once in a blue moon you do get the people who come in to see about storage who are "thinking" ahead for something 6months or farther down the road but pretty much anytime someone comes in your office you better assume the sale. I used to tell my trainee's if you take your time, do your tour, educate the customer and DON'T get the rental all you did was make the next facilities job that much easier.
I was always the "soft sale" car salesman, being able to transfer that into storage has been a great way of closing deals with customers without having to give away the house.
How can I help you???
Some people are just natural at sales and others are not. I have done a little of everything and can say that what people want to hear is facts. Most don't even want to be persuaded they just want a friendly face and voice stating the facts of their inquiry.
Doc... Love your quote!
Most companies have a "script" that they would like the manager to follow simply because it is a good reminder of your particular points you want to incorporate into the conversation. I totally agree with Thrifty Storage knowing your product, if you don't, no script is going to help. Every prospect is different and there or inquiring for their own reasons. You need to find out what that is, how you can help them and make them believe you are the best place with the best people to accomplish that. Conversations don't follow scripts but your script can assist you with guiding your conversation along the most positive route.
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