Do you know where we are located?

Warning: gzinflate() [function.gzinflate]: data error in /home/secretsh/public_html/wp-includes/http.php on line 1787

Welcome to the secret shopping blog, PhoneSmart’s diary of the mystery shopping and secret shopping professional.

Location! Location! Location!

At the end of every month we spend most of our time evaluating the shops we did at the beginning of the month. This month I noticed an unfortunate trend across the board; the majority of associates do not ask if they are conveniently located to the caller.

In case you may be unfamiliar with our evaluation form there is a question that reads, “Did the representative determine if the location is convenient for the caller?” The importance of getting agreement in this area can make or break a sale. There may be a number of competitors across the street or across town. In such a competitive market it is important to take advantage of every angle you can, and create the ‘ideal’ environment for your customers.

Every sales person knows the best way to make the sale is to ask questions on the phone that will get the customer’s commitment and allow them to sense value in your property. One of the most important questions, that I can almost guarantee the other guys in town aren’t asking, is, “Are we a convenient location for you?” The power of this seemingly innocent question can become one of your best selling tools.

A typical person shopping around for any service may call 4-5 locations. After they have made all their calls, how much will they remember about each individual location? It will probably become a muddled mess of information. If you however, take the initiative on the phone to ask this simple question, it will have an amazing affect on the customer. By asking, “Are we a convenient location for you?” the customer will have to verbally respond. Getting the caller to say ‘Yes’ will trigger a thought process in their mind that will equate convenience and value to your property. And now, as we sales people like to say, the customer will be in a ‘yes mode’. So when they go over the list of places they’ve called, yours will stand out in their minds. Some may even end their search right on the phone with you and decide to commit to your location.

What a great sales tool! If you and your coworkers can start implementing this small detail you will be quick to see what large effect it can have.

Ta Ta for now…
Sarah

Tweet This Post 

Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.