Top 10 “Sales” Skills

Kevin Corr, OACAC 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.(“The Counselor Rule”)

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)

“Out of Office” Reply

“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.”

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

Up from 27% only a few years ago - so we’ve improved - a little

June 2009

71%National Association for College Admission Counseling

Forgoing their dream school in favor of more affordable options

$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.

Two things you can do to be better at closing the deal:

1. Remove theRoadblocks

Application process (application fee vs. 4 years of tuition), Deposit Methods (credit card at open house)

2. Recognize“Buyer Shift”

When they are ready to “buy” - recognize it and take advantage of it (remove the roadblocks to letting them buy - not embracing the moment (“be sure to send in your deposit by May 1st”)

The Most Difficult Question to Ask:

“What about this doesn’t work for

you?

Help understand what roadblock stands in the way, gets them to “no” if that’s the case, takes it again off of you and on to them.

Rethink the Yield Event in

Spring?This is the “closing the deal” event - mentally and physically prepare for it. Know what each prospective customer needs to close the deal - e.g. get their deposit, see a residence hall, meet with a coach, discuss financial aid.

“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

Kevin Corr, OACAC 2010

Thank You!