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Sales 101 For Admissions

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Webcast on Friday, September 18th

Publié dans : Formation, Business
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Sales 101 For Admissions

  1. 1. Sales 101 30 Minute Sales Training for Admissions
  2. 2. Expectations Embracing “Sales” 5 Sales Tips for Admissions
  3. 3. Language.
  4. 4. You provide a service. You accept money for it. You have delivery costs. You pay people. You may (or not) have profits.
  5. 5. It’s a Business. Stop thinking it’s something else
  6. 6. Business Consumers or Customers Sales & Marketing Costs, Return, Investment Experience
  7. 7. Sales.
  8. 8. Salesperson If you are in admissions and you don’t believe this, you should get another job
  9. 9. Match the product or service you offer with people who have a demand for that product or service.
  10. 10. Match the academic/social programs your college offers with students who are interested in those programs.
  11. 11. Hire different people. Train them differently. Provide different tools. Set different goals. Assess and evaluate.
  12. 12. Five Tips
  13. 13. Ask & Listen.
  14. 14. Sales Mistake #1 Talk too much!
  15. 15. Take Notes Ask Clarifying Questions Focus on Them Benefits vs. Features
  16. 16. U R Always On.
  17. 17. 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.
  18. 18. “Too busy recruiting to recruit?” Adrienne Bartlett, September 2009
  19. 19. Out of Office
  20. 20. Talk Price.
  21. 21. Calculate Actual Cost On Your Website 93% Wanted To 37% Able To
  22. 22. Salespeople Must Be Able to Discuss the Real Price
  23. 23. Talk Value.
  24. 24. $47k per year $20k per year
  25. 25. Is an undergraduate degree from Northeastern worth $108k more than an undergraduate degree from UConn?
  26. 26. June 2009 71% National Association for College Admission Counseling
  27. 27. Get them to “No”
  28. 28. When is the best time for you to hear that they are not interested?
  29. 29. The Inquiry Card Story
  30. 30. The Deal: “I’ll be honest with you if you be honest with me.”
  31. 31. The customer is always right. But not always right for us.
  32. 32. Get Out of the Way.
  33. 33. Closing the Deal.
  34. 34. Remove the Roadblocks
  35. 35. Recognize “Buyer Shift”
  36. 36. Rethink the Yield Event in Spring
  37. 37. The Most Difficult Questions to Ask:
  38. 38. “What would not make this work?”
  39. 39. Ask for their Commitment
  40. 40. One More Thing
  41. 41. Go to formal Sales Training
  42. 42. targetx.com/nacac
  43. 43. Next Webcast 10 Steps to Writing Better Email Messages October 16th

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