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.

  • 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