Other Price Stall

• Price stall number two: “In order for me to quote you the right price, let me just ask you a few questions.” Well, that’s hard for someone to say no to. They’re not going to say, “No, just tell me the wrong price.” They’re going to let you ask them a few questions, and so you start: “Tell me how soon you’re going to need something. Do you know where we’re located, and is that a good location for you? Well, this is a great place to store because we’ve got this feature, which means…, and that feature, which means…” and now before you’ve given the price, you’ve gotten several agreements out of the way. Price stall number three: “A lot goes into the price of a storage unit. Let me tell you what your money buys you here.” Well, now we’re starting to build a value proposition right from the beginning. This person is not going to interrupt you because you’ve already offered a value challenge. The caller will want to hear why your place is worth it. So now you’ve got a chance to build some agreement before you go to price. Using this price stall means you begin by bragging on your property’s features, get some agreement on features and then move into your timeframe and location agreements. Price stall number four: “Since availability affects pricing, tell me how soon you’re going to need a unit and I’ll see what’s available.” Well, now you’re doing all kinds of things. You’re getting permission to get a little more information, you’re building urgency right away, you’re letting the caller know that it’s just not always that easy to get a storage unit. This is a great one to use, too: Availability affects pricing. The easiest price stall is to just ignore the price question and say, “Sure I can help you with that, how soon are you going to need your unit?” and go right into your qualifying questions. Few people will protest with this approach and it is easy to master and easy to day. Brought to you by: Self Storage Owner Blog and Self Storage Podcast Looking for Storage? Self Storage Please also visit our partners Self Storage Locations and their Self Storage Article Directory

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Prices- Concerns- The art of the price stall- Sales Skills- get more appointments- Get inside the renter’s mind- The Other Third- More about Prospects- Self Storage and selling- rule of thirds

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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