Top 10 “Sales” Skills

Adrienne Bartlett, SACAC 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.

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)

“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.”

“Out of Office” Reply

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

June 2009

71%National Association for College Admission Counseling

$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.

1. Remove theRoadblocks

2. Recognize“Buyer Shift”

The Most Difficult Question to Ask:

“What about this doesn’t work for

you?

Rethink the Yield Event in

Spring?

“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

Adrienne Bartlett, SACAC 2010

Thank You!