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The Right Phone Skills Can Work Magic

Apr 29, 2011

by guest blogger Carol Krendl of SkilCheck Services, Inc.

I am very excited to be teaching “Powerful and Practical Phone Skills” through a webinar for TSSA on May 24th.

One of the most important lessons that I have learned about effectively managing self-storage properties is that you must have managers and employees who can sell, and sell well. In this competitive environment, it is important to make sure you are giving the most effective sales presentation possible with every incoming phone call.

Recently, a self-storage manager told me that she didn’t feel she had to sell as well on the phone because most of their prospective customers were finding the store via their company’s website. A prospective customers use of a website still requires the customer to either call or visit the site. And if your self-storage facility is utilizing a special call-tracking phone number on its website, you will be able to determine the number of people who are calling your property because of your website.

My personal experience is that our self-storage properties receive a very large number of phone calls specifically because of our website, so it is absolutely still critical to maintain a high level of sales proficiency on the telephone. It doesn’t make sense to lure prospects in with a great website and then lose them because of a weak sales person!

I’ve been teaching managers how to improve their phone skills for a long time. With the increasing competition in most markets today, managers’ sales skills seem to be improving, but most managers still need to take their phone presentation up a notch. If you want to call a few of your competitors you’ll soon realize how much money is being left on the table, even at some of the nicest properties.

With this upcoming TSSA webinar, you can learn some great ideas for improving your telephone salesmanship and it will even be a great refresher for those of you who have been in the storage industry for a long time.

I hope you join me for this webinar; it will be an hour full of fun and learning!

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