1. Summer Discovery 2012 Sales Training

2. Speak to whomever answers the phone, whether it be the student or the parent. Don’t always just ask for the kid! Introduce yourself, and associate yourself with a specific University if you already know what the kid is interested in. Ask if they have received our catalogs yet, and if they have gotten a chance to look through them or not. Starting the Conversation...

3. MDP Rep Hi! Is this Sarah? My name is Bob, and I am calling with University of Michigan Summer Discovery Programs. How are you? Doing great! I was actually in the middle of doing some homework though… Well I won’t take up much of your time in that case! I saw that you were thinking about joining us out on campus this summer, and I wanted to make sure that you received the brochures that we sent to you. Yea, I did… but I haven’t had a chance to look through them yet. MDP Rep

4. MDP Rep Yea… I know that it is a lot of reading to do! How about this? Let me save you some time and tell you a little bit about the program right now. I am sure you could use a 10 minute break from homework anyway! Sure… I guess that I have a few minutes.

5. Getting the Person Talking... Inquire as to what the student has done in past summers (camp, vacation, job, nothing, etc…). Also, ask if they will be coming with friends. Ask about the students interests, club participation in school, favorite subjects, sports played, colleges he/she is interested in, etc… This will help get them more interested and comfortable with talking to you. This is also a great indicator as to whether or not the family can afford our programs. If the student has never done anything in the past, try to further qualify them… there is no point in pitching a student that won’t be able to come even if they want to!

6. MDP Rep Well tell me Sarah, what do you normally do during the summer? Will this be your first year on a program like this? Yea… I have gone to Camp Chenawanda for the past 6 years. Really? That is a great camp! Camp is such a great experience for younger kids… but I can see why you would want to do something a bit more “age appropriate” this summer. There comes a point when you really don’t want to share your activities with 2 nd graders anymore! Are you thinking about going by yourself, or with friends from camp? Probably by myself. And yes, that is why I am looking into something like this for next year. MDP Rep

7. MDP Rep Great! Most of our students do come alone, so it is very easy to make friends! What kind of activities did you do at camp, and also at school? Do you play any sports? Well, I play basketball… and I am also in the drama club. MDP Rep Well it seems like Michigan is a great match for you! Not only do we have a basketball clinic, but we have an acting class that you can take!

8. Describing the Program... Overview of Program: - Student enrollment numbers - Background of campus - Boy/Girl ratio - Dorm rooms, roommates, meals Describing a Typical Day: - Morning (classes, breakfast, wake up time) - Afternoon (classes, Sports Plus, activities, town) - Evening (activities, curfew, activities, freedom, activities, activities, activities!!!) Don’t forget to talk about all of the exciting weekend trips that are included in the tuition!

9. MDP Rep Well as I said… let me give you a quick overview of the program… and this way we can figure out if this is something you might want to do for the summer or not! Michigan is actually one of our largest, and most popular programs. Every summer, we have about 400 students come out and join us on campus! We have a few different options for you: you can come for 5 weeks, 3 weeks, or 2 weeks. Now, unlike camp where you probably slept in the bunks… you will be living in the regular University dorms. Since this is a pre-college program, you really live like a college student! You will have a roommate… and to make sure that you get a perfect match for a roommate: we have you fill out what is called a Personal Profile. On here, you will tell us your interests, hobbies, likes, dislikes, what time you wake up and go to sleep, etc…. This way we match you up with someone that is perfect for you!

10. MDP Rep Now, when you were at camp… what did you do on a typical day? Did you have many choices? Not really, we just did sports and activities all day with our bunk. MDP Rep That is the difference between camp and our programs. We treat you like a college student. Let me give you an overview of what a typical day would be like.

11. MDP Rep Every morning, you set your own alarm to get yourself up whenever you would like to… the first thing you have to be at is class which doesn’t start until 9 or 10:00am! If you would like to wake up earlier for breakfast, a shower, or maybe a morning jog you are welcome to! All of our classes are enrichment classes, which are more “low pressure, high interest” than the classes you take right now. You pick 2 different classes that you would like to take. Your afternoon class gets out at 2:30 pm, which is when our afternoon activities start. We have the Basketball Sports Plus option for you as a basketball player, as well as many other sports going on every afternoon. You can also go to town, hang back at the dorms, or do one of 5 or 6 different activities that are being offered that day. The choice is yours!

12. MDP Rep After dinner every night, we have activities planned for the evening. We go to the movies, concerts, shows, bowling, ice skating, dance clubs… everything you like to do with your friends are night… we do! And the best part is, when we do it as a group… it is free for you! On the weekends, we like to take you off campus for some “bigger and better” trips. We take a 3 days/2 night trip to Chicago where we tour Northwestern University, go to Shedd Aquarium and Navy Pier, and go shopping on the Magnificent Mile. We also take trips to Ohio and visit Cedar Point Amusement Park, the Rock n’ Roll Hall of Fame, and see the Toledo Mudhens baseball team. We go to Detroit to see the Tigers play, the Motown Museum, and maybe even a Detroit Shock game! Again, everything that we do on the weekends is all paid for… so you don’t have to worry about spending any of your shopping or late night pizza money!

13. Wrapping up the Conversation... Ask if there are any more questions that were not answered. Inquire as to what the student will be doing this summer if he/she does not attend a Musiker program. Make sure to give a reason why Summer Discovery is a better choice! Try to get a commitment that they will fill out an application, or try to get them to fill one out on the phone with you. If you are talking to the student, ask if the parent has any questions (and vice versa). Ask permission to call back at a later date to follow up. This way, when you do call back, it will be on their request. End on a friendly note, even if it doesn’t look like they will be joining us! Don’t forget to take ownership in Filemaker!

14. MDP Rep So, now that you know a little more about the program… how does it sound? Do you have any more questions? I think you answered all of my questions. It sounds great! Wonderful! If you don’t join us at Michigan this summer, what do you think you might do? Now I am definitely coming to Michigan! MDP Rep

15. MDP Rep I am glad to hear that! Are Mom and Dad home? I am sure they would like to hear a bit about the program to! No, they aren’t right now. MDP Rep Well, would it be alright if I called back in a week or to? This way it will give you some time to talk the program over with Mom and Dad, and I can answer any more questions that they have. Sure… that would be great!

16. MDP Rep Great! In that case I will speak with you soon! If you have any questions before then… please feel free to give me a call! Again, my name is Bob, and I am calling with University of Michigan Summer Discovery Program. My number is 516-621-3939. You can also find out more about the program at our website which is www.summerdiscovery.com . It was a pleasure speaking with you Sarah! Bye-bye!

17. Helpful Hints Leave detailed notes after making a pitch. Include what you talked about, and anything the student mentioned that would be useful to know at a later date (interests, where they have gone in the past, etc…). Make sure to take ownership after giving a pitch! Always try to get a commitment that an application will be completed. If possible, fill one out with them on the spot. Don’t forget to e-mail Lori & Neal immediately after you fill out an application over the phone to let them know… To take ownership of a call, you must have “pitched” either the student or the parent. You may not take ownership after just leaving a message! All follow-up calls must be completed each day before new calls are made.

18. Wrapping up... Be enthusiastic! You have given this pitch a million times before… but this is the first time that they are hearing it!