Other Price Issues

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Now, you’re going to get somebody else who’s going to call up and say, “How much is one of those storage garage things?” And you say, “Well, how soon are you going to need something?” and the caller says, “I won’t need it until four years until I retire,” well, that’s going to be a whole different call.

And then you’re going to get the ones in the middle you’re going to have to work for, and here’s where you’re going to have to get good at dealing with concerns. The biggest concern normally is the “not ready”. You’ve gone through your agreements, you feel like you’ve gotten somewhere with this caller, and you attempt to put a hold on that unit. First of all, how do you attempt to put a hold on that unit? You do that by creating urgency with limited availability. “Well, it sounds like you’re going to fit into that 10×10.

Does that sound like a good unit to you?” “Yes, it does.” “Great. Well, since availability is limited, the best way I could help you today would be to put that unit on hold for you. What’s your first name?” and you begin your order-blank close. Before you get very far, the prospect says, “Well, wait a minute; I’m not ready to rent anything yet.” Okay. Well, what does “not ready” mean? Does it mean he is not ready to store or not ready to store with you? So ask a few questions. “Are you moving, or do you just need to get a few things out of the way?” “Have you called a few places yet? What did you find?” Find out what’s going on with their situation.

At some point they’ll say, “Well, really what the issue is… I don’t know when my house is going to close. I haven’t even called the real estate agent yet. I don’t know what I need,” and you find out what the real story. Now you can help the prospect realize that it would be best to get the storage unit now and be able to stage the house for quick sale and start getting organized for the moving.

Or the prospect may say, “Well, you know, I talked to XYZ Storage down the street, and they’re five dollars cheaper than you.” Well, now you’ve got someplace to go with the conversation because you can explain how the value of your place is worth way more than five dollars and storing with you is the best way to go.

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