top 10 sales skills for admissions-folk sacac 2010
DESCRIPTION
TRANSCRIPT
Top 10 “Sales” Skills
Adrienne Bartlett, SACAC 2010
(for Admissions-folk:)
ExpectationsWhat we mean by “sales”Sales tips for admissions
Let’s have some fun.
“Sales?”
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.
BusinessConsumers or Customers
Sales & MarketingCosts, Return, Investment
Experience
We may not all agree on the
term...
...but we should all agree on the
skills.
Sales.
“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 the right people.Train them differently.Provide different tools.
Set different goals.Assess and evaluate.
Accountability.
“10 Sales Tips”
Ask & Listen.
Sales Mistake #1
Talking too much!
Take notesAsk clarifying questions
Focus on themBenefits vs. Features
And...oh yeah...Record it somewhere!
Research prospects prior to contacting
them
“Always on”(my soapbox)
“Due to fall travel season, I will be out of the office throughout September and October.
I will have limited access to my email during this time, but I will respond to
your email at my earliest convenience.”
“Out of Office” Reply
Too busy recruitingto recruit ?
Talk Price.Communicate
Value.
“Salespeople” must be able to discuss
the real price.
Calculate Actual Cost on Your Website
93%Wanted To
37% Able To
June 2009
71%National Association for College Admission Counseling
$20k
$47k
Is an undergraduate degree from Northeastern
worth $108k more than an undergraduate degree from
UConn?
Financial Aid Training?
www.targetx.com/videos.php
Provide appropriate marketing messages
Are you “in sync?”
Communication Plan
Enrollment Goals
Authenticity
Become a “trusted advisor”
Get comfortable with “no.”
Keep them
coming back.
Get them to“No”
When is the best time for you to
hear that they are not interested?
The customer is always right.But not always right for us.
Appearance Matters(sad but true)
“Male customers will choose to buy a dirty shirt if it's sold
by an attractive saleswoman”
University of Alberta study
Close the Deal.
1. Remove theRoadblocks
2. Recognize“Buyer Shift”
The Most Difficult Question to Ask:
“What about this doesn’t work for
you?
Rethink the Yield Event in
Spring?
“Random Acts of Exceptional
Customer Service”
“Perhaps you just need to give them
the permission to be exceptional.”
Ask for their Commitment.
Ask for feedback.
More tips...
It’s all about the
relationship.
“But what can I do?”
Be the champion in your office.
Avoid nice girl/guy syndrome...
ToolsTechnology
Training
3 T’s
Manage your reputation
www.targetx.com/ithink
www.targetx.com/webcasts
Access this presentation:www.slideshare.net/
targetx
Adrienne Bartlett, SACAC 2010
Thank You!