Get the rental Live by the “Golden Rule” Treat your customers/shoppers the way you would want to be treated. Never pre judge your customers. Focus on the customer- minimize the interruptions.

Hot Button Find out why and what customer needs storage for.Find out why and what customer needs storage for. Listen to customer- more listening less talking.Listen to customer- more listening less talking. “What is the most important thing in your decision to store with us?”– HOT BUTTON.“What is the most important thing in your decision to store with us?”– HOT BUTTON. Focus your information sharing on “Hot Button”. Use all your product and facility knowledge to address the HOT BUTTON itemsFocus your information sharing on “Hot Button”. Use all your product and facility knowledge to address the HOT BUTTON items Sell features/benefits related to “Hot Button’Sell features/benefits related to “Hot Button’ “What’s in it for me” is motivator for all purchases.“What’s in it for me” is motivator for all purchases.

Show and Tell Your facility is your best selling tool so show it off.Your facility is your best selling tool so show it off. Take all inquiring customers on a tour of the facility and show them the features/benefits of the facility. BUILD VALUETake all inquiring customers on a tour of the facility and show them the features/benefits of the facility. BUILD VALUE Build a report with the customer while doing tour.Build a report with the customer while doing tour. Educate the customers on the value of your facility.Educate the customers on the value of your facility.

Know your competition A key component in the sales process is knowing your competition. A key component in the sales process is knowing your competition. Sell your strengths/advantages to the customer.Sell your strengths/advantages to the customer. Ensure customer is comparing apples to apples with a thorough knowledge of comps.Ensure customer is comparing apples to apples with a thorough knowledge of comps. Build Value and establish your property as the best in the market.Build Value and establish your property as the best in the market.

Make the shopper a customer Assume the sale-Assume the sale- –tell the customer to have a seat while I prepare the contract for you. “would you like to schedule our free truck?”“would you like to schedule our free truck?” “what credit card would you like to use?”“what credit card would you like to use?” “which lock would you like?:”“which lock would you like?:”

Overcome the objection –Ask the customer why they would not want to rent with us today. –Find out objection and offer solution or alternatives to objection. –Offer promos as needed- empty rooms don’t pay the bills. –Offer smaller, less expensive rooms. –Sense of urgency- only have one room left…