Joe DownsCEO & Co-Founder, Belrose Storage Group. Founder, Storage Moguls.

Become a detective - The Needs Assessment

11 Mar 2026 · 0 min

Watch on YouTube

0:29

In this instructional segment, the speaker outlines a detective‑style needs assessment for storage sales. The approach centers on asking targeted questions to uncover what the customer intends to store, which informs the appropriate unit size. Additional probes about timing create a sense of urgency and help prioritize the sale, while asking about prior storage experience gauges the level of guidance the customer may need. The overall goal is to tailor the storage solution to the customer's specific requirements.

So the needs assessment is where you become a detective and want to ask the right questions to uncover what they, what they really need, what they have to, they want to store. So you want to ask, what are you looking to store? That'll help you determine the exact unit size or at least hone in on it. And, you know, when do you need a unit? Kind of creates the urgency and helps you prioritize. Have you, have you ever used storage? That tells you if they need more guidance or if they kind of know their way around, right?