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Top 10 Sales Skills for Admissions-folk SACAC 2010

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Top 10 Sales Skills for Admissions-folk SACAC 2010

  1. 1. Top 10 “Sales” Skills (for Admissions-folk:) Adrienne Bartlett, SACAC 2010
  2. 2. Expectations What we mean by “sales” Sales tips for admissions Let’s have some fun.
  3. 3. “Sales?”
  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.
  6. 6. Business Consumers or Customers Sales & Marketing Costs, Return, Investment Experience
  7. 7. We may not all agree on the term...
  8. 8. ...but we should all agree on the skills.
  9. 9. Sales.
  10. 10. “Match the product or service you offer with people who have a demand for that product or service.”
  11. 11. “Match the academic/ social programs your college offers with students who are interested in those programs.”
  12. 12. Hire the right people. Train them differently. Provide different tools. Set different goals. Assess and evaluate. Accountability.
  13. 13. “10 Sales Tips”
  14. 14. Ask & Listen.
  15. 15. Sales Mistake #1 Talking too much!
  16. 16. Take notes Ask clarifying questions Focus on them Benefits vs. Features
  17. 17. And...oh yeah... Record it somewhere!
  18. 18. Research prospects prior to contacting them
  19. 19. “Always on” (my soapbox)
  20. 20. “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.”
  21. 21. “Out of Office” Reply
  22. 22. Too busy recruiting to recruit ?
  23. 23. Talk Price. Communicate Value.
  24. 24. “Salespeople” must be able to discuss the real price.
  25. 25. Calculate Actual Cost on Your Website 93% Wanted To 37% Able To
  26. 26. June 2009 71% National Association for College Admission Counseling
  27. 27. $47k $20k
  28. 28. Is an undergraduate degree from Northeastern worth $108k more than an undergraduate degree from UConn?
  29. 29. Financial Aid Training? www.targetx.com/videos.php
  30. 30. Provide appropriate marketing messages
  31. 31. Are you “in sync?”
  32. 32. Enrollment Goals Communication Plan Authenticity
  33. 33. Become a “trusted advisor”
  34. 34. Get comfortable with “no.”
  35. 35. Keep them coming back.
  36. 36. Get them to “No”
  37. 37. When is the best time for you to hear that they are not interested?
  38. 38. The customer is always always But not right. right for us.
  39. 39. Appearance Matters (sad but true)
  40. 40. “Male customers will choose to buy a dirty shirt if it's sold by an attractive saleswoman” University of Alberta study
  41. 41. Close the Deal.
  42. 42. 1. Remove the Roadblocks
  43. 43. 2. Recognize “Buyer Shift”
  44. 44. The Most Difficult Question to Ask:
  45. 45. “What about this doesn’t work for you?
  46. 46. Rethink the Yield Event in Spring?
  47. 47. “Random Acts of Exceptional Customer Service”
  48. 48. “Perhaps you just need to give them the permission to be exceptional.”
  49. 49. Ask for their Commitment.
  50. 50. Ask for feedback.
  51. 51. More tips...
  52. 52. It’s all about the relationship.
  53. 53. “But what can I do?”
  54. 54. Be the champion in your office.
  55. 55. Avoid nice girl/guy syndrome...
  56. 56. 3 T’s Tools Technology Training
  57. 57. Manage your reputation
  58. 58. www.targetx.com/ithink
  59. 59. www.targetx.com/webcasts
  60. 60. Access this presentation: www.slideshare.net/ targetx
  61. 61. Thank You! Adrienne Bartlett, SACAC 2010

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