Sales 101
30 Minute Sales Training for Admissions

Expectations
Embracing “Sales”
5 Sales Tips for Admissions

Language.

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.
Stop thinking it’s something else

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

Sales.

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

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

Five Tips

Ask & Listen.

Sales Mistake #1
Talk too much!

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

U R Always On.

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.

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

Out of
Office

Talk Price.

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

Salespeople Must
Be Able to Discuss
the Real Price

Talk Value.

$47k per year
$20k per year

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

June 2009
71%
National Association for College Admission Counseling

Get them to
“No”

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

The Inquiry Card Story

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

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

Get Out of
the Way.

Closing the Deal.

Remove the
Roadblocks

Recognize
“Buyer Shift”

Rethink the Yield
Event in Spring

The Most Difficult
Questions to Ask:

“What would not
make this work?”

Ask for their
Commitment

One More Thing

Go to formal
Sales Training

targetx.com/nacac

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