Sales and Training Topics

Here are the outlines of a few seminars that I have given to property management companies and groups. There are some good topics that you can use as a jumping off point for a sales meeting, even if I am not there to help you.

“Sales 101”….How basic selling skills can boost rental activity at your property.

-Designing greetings that create the right mood.**-Asking discovery questions that lead the sales process in the right direction and help the prospect sell him or her self. -Building agreement on the issues that effect the sale. -Creating urgency to do business now. -Closing the deal. Making sure to always ask for the business. -Structuring your sales presentations to be short, sweet and effective. “Creating a Selling Culture”…Transform your business into a selling organization. -What is the “Culture” of your organization? -What is a “Selling Culture”? -How does a “Selling Culture” work in self-storage? -Words and deeds that create a “Selling Culture”. -Compensation schemes, motivations and performance goals and their effect on your company’s culture. “Selecting and Training Sales Oriented Personnel”…How to get the right people on board and give them the tools and skills required to out-sell your competitors. -Who is the ideal candidate? -Where do you find the ideal candidate? -How do candidates weed themselves out? -Simple qualifiers that tell you if you can quickly reject a candidate. -Interviewing, pre-testing and re-testing. -The cycle of new employees: The first few days. The first few weeks. The first few months. How these thresholds can be used to encourage and motivate the “good” ones and weed out the others. Thanks, Tron

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Creating a Sales CultureCustomer and cultureScriptingSales SkillsThe Rule of ThirdsMore about Sales CultureEmployees and HR issuesHiring a sales savvy staffSee you in VegasSorry, I don’t handle that Tweet This Post Disclamer:** This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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