Sales 10130 Minute Sales Training for Admissions

ExpectationsEmbracing “Sales”

5 Sales Tips for Admissions

Language.

You provide a service.You accept money for it.You have delivery costs.

You pay people. You may (or not) have profits.

It’s a Business.Stop thinking it’s something else

BusinessConsumers or Customers

Sales & MarketingCosts, Return, Investment

Experience

Sales.

SalespersonIf you are in admissions and you don’t believe this, you should get another job

Match the product or service you offer with people who have a demand for that

product or service.

Match the academic/social programs your college offers

with students who are interested in those programs.

Hire different people.Train them differently.Provide different tools.

Set different goals.Assess and evaluate.

Five Tips

Ask & Listen.

Sales Mistake #1

Talk too much!

Take NotesAsk Clarifying Questions

Focus on ThemBenefits vs. Features

U R Always On.

Due to fall travel season I will be out of the office during September and October except on friday afternoons. I will be

checking my email during this time so I will respond to your email at my earliest convenience. If you need immediate

assistance please call 1-800-XXX-XXXX.

“Too busy recruitingto recruit?”Adrienne Bartlett, September 2009

Out ofOffice

Talk Price.

Calculate Actual Cost On Your Website

93%Wanted To

37% Able To

Salespeople Must Be Able to Discuss

the Real Price

Talk Value.

$20k per year

$47k per year

Is an undergraduate degree from Northeastern worth $108k more than an undergraduate

degree from UConn? No.

June 2009

71%National Association for College Admission Counseling

Get them to“No”

When is the best time for you to

hear that they are not interested?

The Inquiry Card Story

The Deal:“I’ll be honest with you if you be honest with me.”

The customer is always right.But not always right for us.

Get Out ofthe Way.

Closing the Deal.

Remove theRoadblocks

Recognize“Buyer Shift”

Rethink the Yield Event in Spring

The Most Difficult Questions to Ask:

“What would not make this work?”

Ask for their Commitment

One More Thing

Go to formal Sales Training

targetx.com/nacac

Next Webcast10 Steps to Writing Better

Email Messages

October 16th