Sales Skills

Sales is a critical component of self-storage occupancy and revenue and, therefore, success. Self-storage operators and managers must learn to become effective salespeople, clearly explaining their facilities’ features and benefits to the customer, building value into the self-storage offering, responding to customer objections, and successfully closing the sale. Sales techniques are unique to the venue where the operator interacts with the prospect, whether it be on the phone, in person, online or via e-mail. In all cases, the self-storage operator or manager should be courteous, professional and helpful when dealing with tenants and prospective customers. Sales opportunities present themselves when dealing with new customers but also existing tenants and referrals. Specialized sales skills are valuable as they pertain to add-on products and services such as retail merchandise.


  • Self Storage Advisory Group Brokers Sale of Two StorageOne Facilities
    Ryan Howse, Nate Hunterton and Richard Howard of Las Vegas-based Self Storage Advisory Group brokered the sale of two StorageOne facilities. Public Storage bought both properties during their initial lease-up. The two sites, sold separately, add 156,030 net rentable square ...More
    November 14, 2008 Posted in News, Real Estate
  • Evaluating Your Self-Storage Advertising and Customer-Service Program
    You’ve invested a lot to ensure the success of your business, building a nice facility and pumping a lot of money into an attractive marketing campaign. But are you evaluating your advertising program regularly to see if it’s actually working? ...More
    November 7, 2008 Michelle Millis Posted in Articles, Marketing, Technology
  • Records-Storage Management: Diversifying Product to Meet Growing Demand
    Over the past several decades, the self-storage industry has become a hub for all sorts of storage, including the storage and management of records. The product is no longer just "do it yourself," but can include a menu of services. The question is: Why become a custodian ...More
    October 26, 2008 Cary McGovern Posted in Articles, Marketing
  • What You Need to Know About Selling and Buying Self-Storage Retail Products
    When it comes to retail sales, there are two figures most self-storage professionals worry about: what to charge and what to pay. In this article, we’ll explore both and give you some ideas you can use in your business. In fact, we’ve answered some of these ...More
    October 15, 2008 Rob Kaminski Posted in Articles
  • Speaking of Sales: Breaking the Rules
    I knew it was going to happen. It was Christmas Eve, and I went into the office to get caught up. Something also told me we’d be getting a call (or several) from a client facility, where there’d be an anxious renter facing a lockout situation. It happens frequently: Someone ...More
    March 1, 2008 Tron Jordheim Posted in Articles
  • Manager's Memo: Service Starts at the Signature
    As managers, we’re always focused on drawing customers to our business to rent units. We obsess about marketing strategies to lure potential customers to pick up the phone and call; we practice our phone skills to sound personable and trustworthy; and we go to great lengths ...More
    March 1, 2008 Mel Holsinger Posted in Articles
  • Learning to Sell Self-Storage
    The self-storage industry has boomed over the past several years. As competition escalates and facilities adopt the same features and benefits, it’s critical for owners and managers to focus on the basics of phone and face-to-face sales. Selling is a creative process, more ...More
    November 9, 2007 Brian Byrd Posted in Articles