Whenever an assumption becomes a habit it can affect your sales approach.  Most of the time, when I talk to someone inquiring about a storage unit for the first time, I assume that person is only interested in finding a cheap storage space.  This assumption is very wrong.

Today I spoke with a man who was storing some personal items that belong to a friend of his.  That friend was terminally ill and was given 6 months to live.  The man told me that his friend had asked him to make sure that the personal items in his home were taken care of so they would not be lost.  The man also told me that he liked our location, but would need a truck or move-in service.  I told the gentleman that we did not offer a truck service, but we had much lower prices for our units than the competition.  So the man went ahead and reserved a storage space with us.

To my surprise, the same gentleman called back in a couple of hours to cancel his reservation.  When I asked him why he wished to cancel, he informed me that he had found another company (not as conveniently located and much more expensive) that would pack up the boxes he wished to store, deliver them to their facility, and even place them into a unit for him.  The gentleman told me that it was worth it to him because he was not ready to face the emotional impact of having to pack up and store his best friend's personal belongings.  Once I understood his circumstance, I understood his need.  Cheaper isn't always better.

Self storage complaints  : http://www.selfstoragecomplaints.org