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When it comes to handling self storage phone calls, how good are you at meeting the objections of your callers? Are you buckling under the pressure of their complaints? Are you worried that you do not have enough of a backbone, and that you are giving up too easily when obstacles present themselves? If so, then you may find that you are in need of some additional sales training, however dreadful that may sound. Rest assured, though, that it is not going to be a dreadful process, and that you are going to be able to pick up the skills that you need if you are ready and willing to do a little bit of homework. This article, of course, seeks to provide you with a good starting point for improving your techniques.
More often than not, people are going to object to your pricing. They are going to express their surprise that your rates are as high as they are, and nine times out of ten, they are going to tell you that your competitor is charging less than you are. Considerably less. This objection, as I am sure that you know, is rather difficult to overcome when you are just starting out. That, however, does not mean that there is not a good way to respond to it. You are going to want to start out by figuring out who your caller is talking about. Once you know which property they are getting their prices from, you can begin to place your prices within a reasonable context for your caller. If you know, for a fact, that the facility that they are talking about does not match up to your property, then you are going to want to explain to them that quality and price are very much tied together when it comes to self storage. Explain to them that they cannot expect to get a high quality unit if they are not willing to pay a few extra dollars more. OF course, you are going to want to phrase this as delicately as you can, as the last thing that you are going to want, here, is to come across as snobbish or dismissive.
If you find that your caller is still unwilling to budge when it comes to your prices, then you are going to want to invite them down to the site to take a tour of your property. This, of course, is where you are going to have to be sure that your face to face sales skills are in tip top shape. If you can manage to get them on your property, you are going to have to give them an excellent presentation and convince them that your property is worth the extra money. OF course, it is also going to help if you can come up with some kind of special for them, because at this point you know that they care a great deal about the price.
Convincing your callers that your prices are reasonable may not be the easiest thing in the world, but it is not the hardest, either. All that you have to do, here, is convince them that you have their best interests in mind, and place your prices within context. Sooner or later, you are going to get the hang of responding to this objection.
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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.
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