I know what you\u2019re thinking: Not another article on sales<\/em>. How often do I need to be told to \u201cStand up and greet the customer\u201d or \u201cMake sure the store looks good inside and out\u201d? Or read about another lame acronym like ABC (always be selling)? UGH!<\/p>\n\n\n\n

I get it. I really do. I\u2019ve written a number of these articles, and I feel the same way. Tell you what \u2026 Let\u2019s take off the kid gloves and get real for a minute. Following are four simple by critical truths that\u2019ll help you succeed at self-storage sales.<\/p>\n\n\n\n

1. You Are a Grown-Up, So Do a Good Job<\/h2>\n\n\n\n

As a self-storage manager, you\u2019re responsible for a valuable business and real estate asset. The job isn\u2019t that difficult (I\u2019ve done it, so I know), but it does require you to behave like a grown-up and take care of the property you oversee. Good sales begins with respect\u2014for yourself as well as your facility and employer\u2014and a desire do quality work.<\/p>\n\n\n\n

I recently made a surprise visit to one of my company\u2019s sites, as it wasn\u2019t performing as well as it should. As I was driving over, I called the store twice with no answer. When I arrived, I found the facility an utter mess. Weeds were overgrown, the bathroom was filthy, the windows were dirty and the walk-through was off. I liked the manager as a person, but he failed to respect himself and the property he was managing.<\/p>\n\n\n\n

I took him for a walk around the property and explained how disappointed I was. He was a senior manager who knew better! After a lengthy conversation, I choose to let him go. I knew that if he isn\u2019t willing to do the small things the property required, he certainly wouldn\u2019t do the big ones, either. If I can\u2019t trust a manager to maintain the site, how can I trust them to answer every call and follow a sales script? These things matter.<\/p>\n\n\n\n

2. It Isn\u2019t About You, So Get Them Talking<\/h2>\n\n\n\n

Let\u2019s face it: Most people are self-centered and make everything about themselves. When it comes to self-storage sales, it helps to recognize that your customer only cares about what they<\/em> have to say, not what you<\/em> have to say. To close more rentals, stop oversharing and get your prospect to do the talking. It shouldn\u2019t be hard. Try asking questions like:<\/p>\n\n\n\n

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• What’s going on in your life that you need storage?<\/li>\n\n\n\n
• What can I do to make this the least stressful part of your move?<\/li>\n\n\n\n
• What features and benefits are most important to you?<\/li>\n\n\n\n
• What else can I do to help?\u00a0<\/li>\n<\/ul>\n\n\n\n

  Of course, the customer needs information about your product; but make it about them<\/em>, not you. Get to know them, figure out their concerns and demonstrate a genuine desire to help. What can you do to put that potential renter\u2019s needs before your own? Figure out how do that, and I guarantee you\u2019ll rent more units.<\/p>\n\n\n\n

  3. You Can Improve, So Do It<\/h2>\n\n\n\n

  Another thing you need to know if you want to succeed in self-storage sales is you don\u2019t know everything. Having an open mindset is essential. Accept that there\u2019s always more to learn, and constantly seek ways to improve your skills.<\/p>\n\n\n\n

  Just because you\u2019re used to doing things a certain way doesn\u2019t mean it’s the right or the best way. Push yourself out of your comfort zone and find ways to engage with your prospects and tenants. Try different ways of speaking with them on the phone or in person. It doesn\u2019t matter if you\u2019re an introvert or extrovert\u2014you\u2019re a storage expert! That means you\u2019re a salesperson and must interact with people. Develop the craft of speaking with others.<\/p>\n\n\n\n

  4. You Aren\u2019t Always as Nice as You Think, So Be Mindful<\/h2>\n\n\n\n

  Some time ago, I sent a survey to my employees to see how I was doing as a supervisor. I was stunned by some of the responses. People said things like, \u201cRick seems short with me,\u201d and \u201cIt doesn\u2019t seem like Rick likes me.\u201d I was heartbroken. I racked my brain to figure out how my team could believe these things. It had to be some kind of mistake.<\/p>\n\n\n\n

  Over time, I realized that when I\u2019m swamped, I tend to keep all conversations very short and to the point. I was so focused on taking care of business that I sometimes didn\u2019t notice the coolness in my demeanor. My staff\u2019s perception was that I didn\u2019t care for them, though that couldn\u2019t have been further from the truth.<\/p>\n\n\n\n

  People\u2019s perceptions can form in a fraction of a second and take a long time to change. So, ask yourself: How do your self-storage customers perceive you during the sales presentation? Do they see you as friendly and knowledgeable? Do they believe you care about their needs? Do you look professional? You could be the best salesperson in town, but it won\u2019t matter if you make the wrong impression.<\/p>\n\n\n\n

  I realize this isn\u2019t your typical sales article, but I hope these pointers help you adjust your approach. I\u2019ve visited, trained and spoken with many self-storage managers in my career, and most miss the mark when it comes to sales. Being a good salesperson is about more than what you say. It\u2019s a complete experience for the customer. Make it a good one, and you\u2019ll be successful.<\/p>\n\n\n\n

  Rick Beal is co-founder of\u00a0The Atomic Storage Group<\/a>, a third-party management and consulting firm for the self-storage industry. His expertise includes business and management consulting, project management, marketing and pricing strategies. To contact him, email\u00a0rick@atomicstoragegroup.com<\/a>, or stay up-to-date with his publications and speaking engagements on\u00a0LinkedIn<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

  It\u2019s time to take off the kid gloves off and get real about self-storage sales. You won\u2019t find any catchy acronyms or superficial advice here. If you\u2019re ready to hear the truth about what it takes to be a good salesperson, read on.<\/p>\n","protected":false},"author":1,"featured_media":1320,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_uag_custom_page_level_css":"","footnotes":""},"categories":[1],"tags":[],"class_list":["post-1319","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\n