SlideShare a Scribd company logo
CREATING A SALES CULTURE… ,[object Object]
How to transform your business from a property management firm ,[object Object],[object Object]
 
What do I know about this? ,[object Object]
What do I know about this? ,[object Object]
Self Storage ain’t what it used to be: ,[object Object],[object Object],[object Object],[object Object]
Where is it now? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Do you have less competitors or more competitors? ,[object Object],[object Object],[object Object]
Supply and demand is upside down ,[object Object],[object Object]
The new reality ,[object Object],[object Object],[object Object],[object Object],[object Object]
New Reality ,[object Object],[object Object],[object Object],[object Object],[object Object]
How to create a sales culture ,[object Object],[object Object],[object Object],[object Object],[object Object]
How do you know you are Canadian? ,[object Object]
How do you know you are Canadian? Shared values Shared language Shared practices Shared traditions
How do you know you have a sales culture? ,[object Object],[object Object],[object Object],[object Object]
How do you know? ,[object Object],[object Object],[object Object],[object Object],[object Object]
How do you know? ,[object Object],[object Object],[object Object]
How do you know? ,[object Object],[object Object]
Why do sports fans make good sales people? ,[object Object],[object Object],[object Object]
What can your sales culture do? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Create more leads? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Systems and skills ,[object Object],[object Object],[object Object]
Hire right ,[object Object],[object Object]
What makes a good sales person? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Give the right people a system! ,[object Object],[object Object],[object Object]
The rule of thirds for self-storage  ,[object Object],[object Object],[object Object]
Sales skills and  Lead management systems  come first ,[object Object],[object Object],[object Object],[object Object]
Work on conversion rates ,[object Object],[object Object],[object Object]
Selling organizations hire the right people and invest in training. ,[object Object],[object Object],[object Object],[object Object]
Would you let your kids enter a sporting event without: ,[object Object],[object Object],[object Object],[object Object]
PhoneSmart’s Self Storage Selling System ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
A glimpse into our selling system ,[object Object],[object Object],[object Object],[object Object]
Price Stall ,[object Object],[object Object],[object Object],[object Object]
Five Agreements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Create Urgency ,[object Object],[object Object],[object Object],[object Object]
Ask for the Rental ,[object Object],[object Object],[object Object],[object Object]
Find out more ,[object Object],[object Object],[object Object],[object Object],[object Object]
Ask for the rental again ,[object Object],[object Object],[object Object]
Track your numbers ,[object Object],[object Object],[object Object],[object Object]
Learn to ask for the sale ,[object Object],[object Object],[object Object],[object Object]
Get the conversation going ,[object Object],[object Object],[object Object]
Customers should say to themselves ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Don’t let them say to themselves ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Help direct their inner dialogue ,[object Object]
It sounds like I have a couple of sizes that might work for you… ,[object Object],[object Object],[object Object],[object Object]
If you don’t ask them to rent ,[object Object],[object Object]
Impact of lead management and sales proficiency is huge ,[object Object]
What is the value of each additional new rental? ,[object Object],[object Object],[object Object],[object Object]
Cross Sell ,[object Object],[object Object],[object Object]
What can you cross sell? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Up Sell ,[object Object],[object Object],[object Object]
What can you up-sell? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How do you do it? ,[object Object],[object Object],[object Object],[object Object]
Don’t miss the opportunities ,[object Object]
They need supplies or a truck ,[object Object],[object Object]
Sell Boxes ,[object Object]
Sell Locks ,[object Object]
Sell Renter’s Insurance ,[object Object]
Sell the Truck Rental ,[object Object]
Up sell = “Would you prefer…” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Re-Sell ,[object Object],[object Object]
What would happen to your financial picture if ,[object Object]
Customer management is  pain management ,[object Object]
The smallest pain wins ,[object Object],[object Object]
The benefits of a sales culture ,[object Object],[object Object],[object Object]
How do you get there? ,[object Object],[object Object]
[object Object],[object Object]

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