"Listen more than you talk and use the insights you gain into your customer's needs and decision-making processes to close more sales." This is a simple but powerful idea, and it is at the heart of how educator and consultant Magdy Attalla approaches his work.
Mr Attalla is a Regional Marketing Director at Benedict International Education Group and Business & Hotel Management School (BHMS) in Switzerland. We are pleased to share Mr Attalla's slides from a presentation he gave to audience members at the 2013 ICEF Berlin Workshop.
In his seminar, Mr Attalla explains that education agents spend a considerable amount of time giving information about the education institution and the destination to prospective clients. However, student recruitment requires much more than simply presenting various institutions’ education programmes and destinations. It requires comprehensive knowledge of prospective clients, knowledge of the education benefits of the partner institution, and knowledge of various education offerings in the marketplace. It also requires exceptional skills of managing face-to-face sales encounters to handle and deal with qualified prospective clients.
In addition to his slides, you'll find an embedded video interview with Mr Attalla which expands upon the concepts of developing customer personas, identifying the decision maker, listening to your consumers, and role playing to fine tune your sales techniques.
We also invite you to read our accompanying article "The art of listening: Better results start with understanding your customer," which is here: http://bit.ly/1rStfVe.
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