Self Storage and selling

• Let’s continue to assume that self-storage is a selling game. This means you are selling to people who are not in the best frame of mind. You know my first rule of selling. My first rule of selling is …you can’t sell anyone anything. All you can really do is to help people make up their own minds and help people talk themselves into buying from you. In other words you sell thing to people not by selling to them, but by helping them sell themselves. Now that’s kind of a round-about way of getting to the sale, but how you shorten that course is with a technique, a tool, a way of thinking that is called in selling “assuming the sale.” It’s a very simple mind game that you play with yourself. You assume that every person that you talk to is going to rent from you. This is not just a simple bit of positive thinking. It is a powerful tool: a powerful stance. If you believe every person you talk to is your next renter, then you will treat them like your next renter. Since people act the way they are treated, they will act like your next renter. When you treat them like a renter then they have to talk you out of the rental, rather than you talking them into the rental. If you take that approach with people, you will have the kind of confidence in your property, in your presentation, in yourself that will really become infectious. When have you dealt with salespeople who were sure you were going to do business with them? Have you ever had that experience? How difficult is it to say no to that kind of a person? It’s pretty hard, isn’t it? It’s hard because you know you’re talking to them because you had some kind of an interest, and because you would really like to get the issue off of your mind and off of your to-do list. You don’t walk up to the greeter at a restaurant and have them go, “Well, gosh, do you think you might want to eat with us tonight?” That’s not what they say, is it? They say, “How many? Smoking or non?” and they take you to your table. That’s the same approach you that you should take with people you’re dealing with. It’ll give you a tremendous edge. If you go away with nothing else from this read, learn to play a trick on your own mind to assume that everyone’s going to rent from you. That change of attitude alone will boost your rentals immediately. Assuming everyone who presents themselves as a prospect is your new renter is only the first step. Brought to you by: Self Storage Owner Blog and Self Storage Podcast Looking for Storage? 37129 Self Storage Please also visit our partners Self Storage Locations and their Self Storage Article Directory

Related Posts:

Sales Skills- Prices- More about Prospects- The Other Third- The Rule of Thirds- Get inside the renter’s mind- Assume you get the lease- assume the rental- Concerns- Questions and Sales

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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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