In this seminar, Tron Jordheim introduces a practical framework for understanding three distinct buyer types — transactional, emotional, and cultural — and explains why each responds differently to sales systems, technology, and messaging. He shows how operators can intentionally design customer journeys, train teams, and shape marketing to appeal to all three without forcing them into a single transactional path…and most importantly, taking the emphasis off of pricing and discounts.
With a strong focus on the European context, this session highlights how cultural expectations, local identity, and trust influence buying decisions. Attendees will leave with clear insights into protecting pricing power, improving conversion, and building more resilient self-storage businesses as competition increases.

The Hidden Cost of Selling for Speed and Efficiency

Speakers

Tron Jordheim