This document provides a 30 minute sales training for admissions counselors. It discusses embracing a sales mindset and provides 5 tips for admissions, including asking questions and listening, taking notes, always being "on", discussing price and value openly, and getting customers to say "no" to remove roadblocks. The goal is to match programs to interested students to increase enrollment yields.

1. Sales 101
30 Minute Sales Training for Admissions

2. Expectations
Embracing “Sales”
5 Sales Tips for Admissions

3. Language.

4. You provide a service.
You accept money for it.
You have delivery costs.
You pay people.
You may (or not) have profits.

5. It’s a Business.
Stop thinking it’s something else

6. Business
Consumers or Customers
Sales & Marketing
Costs, Return, Investment
Experience

7. Sales.

8. Salesperson
If you are in admissions and you don’t
believe this, you should get another job

9. Match the product or service
you offer with people who
have a demand for that
product or service.

10. Match the academic/social
programs your college offers
with students who are
interested in those programs.

12. Hire different people.
Train them differently.
Provide different tools.
Set different goals.
Assess and evaluate.

13. Five Tips

14. Ask & Listen.

15. Sales Mistake #1
Talk too much!

16. Take Notes
Ask Clarifying Questions
Focus on Them
Benefits vs. Features

17. U R Always On.

18. Due to fall travel season I will be out of the
office during September and October
except on friday afternoons. I will be
checking my email during this time so I will
respond to your email at my earliest
convenience. If you need immediate
assistance please call 1-800-XXX-XXXX.

19. “Too busy recruiting
to recruit?”
Adrienne Bartlett, September 2009

20. Out of
Office

21. Talk Price.

22. Calculate Actual Cost On Your Website
93%
Wanted To
37% Able To

23. Salespeople Must
Be Able to Discuss
the Real Price

24. Talk Value.

25. $47k per year
$20k per year

26. Is an undergraduate degree
from Northeastern worth $108k
more than an undergraduate
degree from UConn?

28. June 2009
71%
National Association for College Admission Counseling

29. Get them to
“No”

30. When is the best
time for you to
hear that they are
not interested?

31. The Inquiry Card Story

32. The Deal:
“I’ll be honest with you if
you be honest with me.”

33. The customer is
always right.
But not always
right for us.

34. Get Out of
the Way.

35. Closing the Deal.

36. Remove the
Roadblocks

37. Recognize
“Buyer Shift”

38. Rethink the Yield
Event in Spring

39. The Most Difficult
Questions to Ask:

40. “What would not
make this work?”

41. Ask for their
Commitment

42. One More Thing

43. Go to formal
Sales Training

45. targetx.com/nacac

46. Next Webcast
10 Steps to Writing Better
Email Messages
October 16th