by Marc Goodin. That is just 1.92 extra rentals a week. Wow thats $200,000 of additional profits. It comes down to 2 things. 1) Being consistent and 2) Being an Elite sales person. So the number one key when you hire is to hire a sales person. You can teach them the self storage buisiness. You do not have the time to teach sales. They have it or they don't
Here are my cliff note on a great book on sales
Discover Your SALES STRENGTHS,
How The world’s Greatest Salespeople Develop Winning Careers
by Benson Smith & Tony Rutigiano
Cliff notes by Marc Goodin
Average vs Best:
We found that the best performers sold 4 to 10 times as much as average performers. They were not just incrementally better…… they were a lot better. Consumers not only bought more from them, but those same consumers did it again and again. These top salespeople produced business with higher margins. They tended to stay longer at their respective companies longer and developed more loyal relationships with their customers.
Myths
Anyone can sell if they have enough desire and training. False
Experience is an indicator of sales ability. False
Education is an indicator of sales ability. False
The ability to make friends is the best indicator of sales ability. False.
Most sales experts will not be the life of the party and may not have tremendous charisma.
The best salespeople influence others……..they just don’t make friends. The best salespeople ask for commitments in a way that gets results. They are not afraid to risk the relationship to ask for the business. They can form productive relationships and positively impact others.
The best salespeople are motivated by money. False
Everyone is motivated by money to some degree, but you need to find out what motivates your staff. – the desire to feel significant-competition-desire to be in charge – enjoy a challenge- and fulfill that need for top results
Again, sales strengths do not come from Education, training, desire, or experience. The learning curve for great salespeople is short.
Knowing one’s talents, understanding them, building them into strengths, and seeing how you put your strengths to work every day is the key to greatness.
What sets the best performers above the rest is their pattern of reoccurring patterns:
· Build relationships,
· Have an impact on others (and get them to say yes),
· Drive their individual performance by focusing on meaningful goals and rewards and,
· Find the right structure in which to perform their best.
· They have the thinking abilities to solve customer problems.
If you want to have a 15-minute call to learn how Storage Authority helps insure your managers are ready and able to rent more units at premium pricess send me an email or call me – no appointment needed:
marc@StorageAuthorityFranchise.com or 860-830-6764
Get more information on Storage Authority Franchise at www.storageauthorityfranchise.com/opportunity3
Marc Goodin is the President of Storage Authority Franchising. www.StorageAuthorityFranchise.com He owns 3 self-storages he designed, built, and manages. He has been helping others in the self-storage industry for over 25 years. He can be reached at marc@StorageAuthority.com or directly at 860-830-6764 to answer your franchising, development, marketing, sales, and operations questions. His best selling self storage books are available on Amazon.