workbook methodology enrollment value based
TRANSCRIPT
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VALUE BASEDENROLLMENTMETHODOLOGYWORKBOOK
© VALUE BASED INC.
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VALUE BASEDENROLLMENTMETHODOLOGY WORKBOOK
© VALUE BASED INC.
© 1992 – 2020
THIS DOCUMENT, GRAPHICS AND WORKSHEETS ARE COPYRIGHTED BY
VALUE BASED, INC. ALL RIGHTS RESERVED.
NO PART OF THIS PUBLICATION MAY BE REPRODUCED, STORED IN A RETRIEVAL
SYSTEM, OR TRANSMITTED, IN ANY FORM OR BY ANY MEANS, ELECTRONIC,
MECHANICAL PHOTOCOPYING, RECORDING OR OTHERWISE, WITHOUT THE PRIOR
PERMISSION OF THE AUTHOR.
VALUE BASED, INC.
PHONE: 800-597-1873
VALUEBASED.COM
ARMANDTHRILLPUBLISHING.CA
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IWELCOME
INTRODUCTION
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Welcome to the Value Based Enrollment Methodology. This course is specifically
tailored for higher education institutions that use, or wish to use, an integrity-
based, highly relational, consultative sales methodology to represent their college or
university to prospective students and their constituents.
This curriculum can be completed as part of a live seminar/workshop; an online
course; or a blended course offering both a live and an on-line learning experience
together. This course is designed to reinforce all learning channels—auditory,
kinesthetic and visual—as well as to offer flexibility in how a learner might
experience it. The curriculum includes 14 modules:
Module 1: Representing the Value(s) of Your School
Module 2: Long-Term Vision
Module 3: The Service-Centered Counselor
Module 4: Buying and Sales Cycles
Module 5: Enrollment & Personal Goal Setting
Module 6: Establishing Trust and Confidence
Module 7: Telephone Techniques and Email Etiquette
Module 8: Qualification I: People, Time and Money
Module 9: Qualification II: Identify and Manage Issues
Module 10: Establishing Value
Module 11: Value Based Representation
Module 12: Objections: Opportunities To Represent Value
Module 13: Value Based Summarization
Module 14: Value Based Closing
WELCOME
PG 4 - © 1992-2020 VALUE BASED INC.
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TABLE OFCONTENTS
Module 1: Representing the Value(s) of Your School.................................................PG 6
Exercise 1-A...................................................................................................................PG 12
Exercise 1-B...................................................................................................................PG 13
Exercise 1-C...................................................................................................................PG 13
Reflections ....................................................................................................................PG 14
Module 2: Long-Term Vision...........................................................................................PG 15
Exercise 2-A..................................................................................................................PG 19
Reflections ...................................................................................................................PG 22
Module 3: The Service Centered Counselor................................................................PG 23
Exercise 3-A.................................................................................................................PG 30
Reflections ...................................................................................................................PG 32
Module 4: Buying and Sales Cycles...............................................................................PG 33
Exhibit A........................................................................................................................PG 41
Exercise 4-A.................................................................................................................PG 42
Reflections ...................................................................................................................PG 46
PG 5 - © 1992-2020 VALUE BASED INC.
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1MODULE 1REPRESENTING THE VALUE(S) OF YOUR SCHOOL
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MODULE 1________________________________________________________________________________
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PG 8 - © 1992-2020 VALUE BASED INC.
MODULE 1
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PG 9 - © 1992-2020 VALUE BASED INC.
MODULE 1
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PG 10 - © 1992-2020 VALUE BASED INC.
MODULE 1
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PG 11 - © 1992-2020 VALUE BASED INC.
MODULE 1
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Categorize The Offerings & Services of Your School Degree Programs (Grad, undergrad, professional schools, etc):_________________________________________________________________________________________________________________________________________________________________________________________________________ Student Life:_________________________________________________________________________________________________________________________________________________________________________________________________________ Integra�tion With Life (Intern programs, on/off campus jobopportuni�ties, etc.):_________________________________________________________________________________________________________________________________________________________________________________________________________ Campus Locati�on (Geographic, climate, online, a�ttracti�ons, etc.):_________________________________________________________________________________________________________________________________________________________________________________________________________ Other (Athle�tics, food services, class sizes, etc.):_________________________________________________________________________________________________________________________________________________________________________________________________________
PG 12 - © 1992-2020 VALUE BASED INC.
EXERCISE 1-A
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List Your Institution's Differentiators List the things that differentiate, or position, your school, itsofferings and services apart from alternatives that yourprospective students/constituents consider: # 1: _______________________________________________________________
# 2: _______________________________________________________________
# 3: _______________________________________________________________
# 4: _______________________________________________________________
# 5: _______________________________________________________________
# 6: _______________________________________________________________
Rate Yourself & Your SchoolRate your and your school’s ability to articulate & represent value(0 being not at all and 10 being all the time) Your ability = _____Your school’s ability = _____
PG 13 - © 1992-2020 VALUE BASED INC.
EXERCISE 1-B
EXERCISE 1-C
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In the space below please list any items you would like to further
reflect upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
In the space below please list any items you would like to act
upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
PG 14 - © 1992-2020 VALUE BASED INC.
REFLECTIONS
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2MODULE 2LONG-TERM VISION
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MODULE 2
PG 16 - © 1992-2020 VALUE BASED INC.
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MODULE 2
PG 17 - © 1992-2020 VALUE BASED INC.
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MODULE 2
PG 18 - © 1992-2020 VALUE BASED INC.
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________________________________________________________________________________
List five characteristics you believe are most valued in an
Enrollment/Admissions Counselor:
1)_____________________________________________________________
2)_____________________________________________________________
3)_____________________________________________________________
4)_____________________________________________________________
5)_____________________________________________________________
MODULE 2
PG 19 - © 1992-2020 VALUE BASED INC.
EXERCISE 2-A
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MODULE 2
PG 20 - © 1992-2020 VALUE BASED INC.
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MODULE 2
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PG 21 - © 1992-2020 VALUE BASED INC.
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In the space below please list any items you would like to further
reflect upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
In the space below please list any items you would like to act
upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
REFLECTIONS
PG 22 - © 1992-2020 VALUE BASED INC.
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3MODULE 3THE SERVICE-CENTERED COUNSELOR
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MODULE 3
PG 24 - © 1992-2020 VALUE BASED INC.
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MODULE 3
PG 25 - © 1992-2020 VALUE BASED INC.
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MODULE 3
PG 26 - © 1992-2020 VALUE BASED INC.
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MODULE 3
PG 27 - © 1992-2020 VALUE BASED INC.
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MODULE 3
PG 28 - © 1992-2020 VALUE BASED INC.
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MODULE 3
PG 29 - © 1992-2020 VALUE BASED INC.
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In the area below describe a product/service you purchased
that exceeded your expectations:
________________________________________________________________
________________________________________________________________
________________________________________________________________
________________________________________________________________
________________________________________________________________
EXERCISE 3-A
PG 30 - © 1992-2020 VALUE BASED INC.
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MODULE 3
PG 31 - © 1992-2020 VALUE BASED INC.
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In the space below please list any items you would like to further
reflect upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
In the space below please list any items you would like to act
upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
REFLECTIONS
PG 32 - © 1992-2020 VALUE BASED INC.
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4MODULE 4BUYING AND SALES CYCLES
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MODULE 4
PG 34 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 35 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 36 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 37 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 38 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 39 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 40 - © 1992-2020 VALUE BASED INC.
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EXHIBIT A
Buying & Sales Cycle
PG 41 - © 1992-2020 VALUE BASED INC.
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PG 42 - © 1992-2020 VALUE BASED INC.
EXERCISE 4-A
Creating Your Sales (Enrollment) Process Map
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EXERCISE 4-A
Creating Your Sales (Enrollment) Process Map
PG 43 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 44 - © 1992-2020 VALUE BASED INC.
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MODULE 4
PG 45 - © 1992-2020 VALUE BASED INC.
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In the space below please list any items you would like to further
reflect upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
In the space below please list any items you would like to act
upon:
1) _______________________________________________________________
2) _______________________________________________________________
3) _______________________________________________________________
REFLECTIONS
PG 46 - © 1992-2020 VALUE BASED INC.