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