Prices

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If you’ve got to give price too early, “That 10×10 is only $98 and here’s what $98 buys you at our store…” you need to focus hard on keeping the rest of the conversation on track and focus on getting agreement on timeframe, location, amenities and size.

There is more importance in the price stall, than just being able to build value before talking about price. At some point during the first two or three qualifying questions, you’re going to find out whether this person lies in the easy third – do you remember your Rule of Thirds? – or whether that person is in the impossible third, or whether that person is in the third you’re going to have to work for. If someone calls you up and says, “How much is a 10×10?” and you say, “Well, since availability affects pricing, let me find out how soon you’re going to need it, and I’ll see what I have available” and the caller says, “Well, I talked to my Uncle Joe. He stores with you. He’s going to help me move in on Saturday.” Well, you don’t need to worry about this one. This is an easy third. Just don’t blow this one by talking too much and you’re going to be fine.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.