Strategic Sales for Colleges

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Sales for Colleges

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Strategic Sales for Colleges

  1. 1. STRATEGIC SALES For Colleges and Universities
  2. 2. Strategic Sales Worksheet
  3. 3. Strategic Sales Worksheet
  4. 4. Great Fears of Contract Training People <ul><li>Rejection </li></ul><ul><li>Cost </li></ul><ul><li>Rejection </li></ul><ul><li>Timing is not good </li></ul><ul><li>Rejection </li></ul><ul><li>Gate Keeper </li></ul><ul><li>Rejection </li></ul><ul><li>Fear of going to the top </li></ul><ul><li>Rejection </li></ul><ul><li>Telemarketing </li></ul>HELP!
  5. 5. Developing the Problem Solver Mentality <ul><li>Listening Skills </li></ul><ul><li>Speaking Skills </li></ul><ul><li>Problem Solving Skills </li></ul><ul><li>Program Understanding </li></ul>These are the skills needed to be great at sales in contract training!
  6. 6. Sales Skills <ul><li>Understand their point of views! </li></ul><ul><li>Who are you serving? </li></ul><ul><li>Buyer </li></ul><ul><li>Participant </li></ul>Keep in mind that everyone is busy! CUSTOMER IDENTIFICATION
  7. 7. Sales/Marketing <ul><li>People </li></ul><ul><ul><li>Sales/Instructor Staffing </li></ul></ul><ul><li>Product/Services </li></ul><ul><ul><li>Program Development </li></ul></ul><ul><ul><li>Project Knowledge </li></ul></ul><ul><li>Place </li></ul><ul><ul><li>Locations you offer training </li></ul></ul><ul><ul><li>Include Virtual </li></ul></ul><ul><li>Price </li></ul><ul><ul><li>100% over the instructor cost </li></ul></ul><ul><li>Promotions </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><li>Mailing </li></ul></ul><ul><ul><li>Event Days </li></ul></ul><ul><ul><li>SALES CALLS </li></ul></ul><ul><ul><li>PROSPECTING </li></ul></ul>
  8. 8. Strategic Sales Worksheet
  9. 9. Strategic Sales <ul><li>Background </li></ul><ul><li>Face to Face </li></ul><ul><li>Executive letters to HR or President </li></ul><ul><li>Fax </li></ul><ul><li>Telephone or Voice Mail </li></ul><ul><li>Events </li></ul><ul><li>Written Message about Program </li></ul><ul><li>E-Mail </li></ul><ul><li>Referral </li></ul>Prospecting
  10. 10. Client List Worksheet <ul><li>A </li></ul><ul><li>B </li></ul><ul><li>C </li></ul>
  11. 11. Client List – Partners (A) <ul><li>Face to Face </li></ul><ul><ul><li>Minimum 4 per year </li></ul></ul><ul><li>Phone </li></ul><ul><ul><li>As needed </li></ul></ul><ul><li>Mail </li></ul><ul><ul><li>1 per month </li></ul></ul><ul><li>Event Days </li></ul><ul><li>Grants </li></ul><ul><li>Partner Plaques </li></ul>
  12. 12. Client List – Clients (B) <ul><li>Face to Face </li></ul><ul><ul><li>1 per year </li></ul></ul><ul><li>Phone </li></ul><ul><ul><li>As needed </li></ul></ul><ul><li>Mail </li></ul><ul><ul><li>1 per month </li></ul></ul><ul><li>Event Days </li></ul><ul><li>Grants </li></ul><ul><li>Partner Plaques </li></ul>
  13. 13. Client List – Customers (C) <ul><li>Face to Face </li></ul><ul><ul><li>As needed </li></ul></ul><ul><li>Phone </li></ul><ul><ul><li>As needed </li></ul></ul><ul><li>Mail </li></ul><ul><ul><li>1 per month </li></ul></ul><ul><li>Event Days </li></ul><ul><li>Thank You letter </li></ul>
  14. 14. Customized Business Training Target Niches <ul><li>New Manufacturing </li></ul><ul><ul><li>Bio-Tech </li></ul></ul><ul><ul><li>Tele Comm </li></ul></ul><ul><li>Government </li></ul><ul><ul><li>County </li></ul></ul><ul><ul><li>City </li></ul></ul><ul><ul><li>State </li></ul></ul><ul><li>Health Care </li></ul><ul><ul><li>Hospital </li></ul></ul><ul><ul><li>Adult Care </li></ul></ul><ul><ul><li>EMT/PHY/DR </li></ul></ul><ul><li>Non-Profit </li></ul><ul><li>Military-Ft. Detrick </li></ul><ul><ul><li>Army </li></ul></ul><ul><ul><li>NCI </li></ul></ul><ul><ul><li>Other Tenants </li></ul></ul><ul><li>Service </li></ul><ul><ul><li>Retail Trade </li></ul></ul><ul><ul><li>Financial </li></ul></ul><ul><ul><li>Insurance </li></ul></ul><ul><ul><li>Tourism </li></ul></ul><ul><ul><li>Food Service </li></ul></ul><ul><li>Public Education </li></ul><ul><li>Manufacturing </li></ul><ul><ul><li>All </li></ul></ul><ul><li>Agriculture </li></ul><ul><li>Construction </li></ul>
  15. 15. Agenda Building Worksheet
  16. 16. Agenda Building <ul><li>Open/Re-opening </li></ul><ul><ul><li>Personal Connection </li></ul></ul><ul><ul><li>Transition </li></ul></ul><ul><ul><li>How does this relate to your current business </li></ul></ul><ul><ul><li>Current Business </li></ul></ul><ul><ul><ul><li>Manufacturing </li></ul></ul></ul><ul><ul><ul><li>IT </li></ul></ul></ul><ul><ul><ul><li>Services </li></ul></ul></ul><ul><ul><ul><li>Bio-Tech </li></ul></ul></ul><ul><ul><li>Personal and Professional </li></ul></ul><ul><ul><ul><li>ASTD </li></ul></ul></ul><ul><ul><ul><li>SHRM </li></ul></ul></ul><ul><ul><ul><li>Coach </li></ul></ul></ul><ul><ul><li>Community Services </li></ul></ul><ul><ul><ul><li>YMCA </li></ul></ul></ul><ul><ul><ul><li>SPCA </li></ul></ul></ul><ul><ul><ul><li>Chamber </li></ul></ul></ul><ul><ul><li>Success Story </li></ul></ul><ul><ul><ul><li>Post Similar Customers </li></ul></ul></ul>You have only seconds/minutes to set the tone for the meeting! We have no chance for a second first impression!
  17. 17. State Farm – 2/4/02 <ul><li>Current State </li></ul><ul><li>Obstacles </li></ul><ul><li>Goals </li></ul><ul><li>Solutions </li></ul><ul><li>Next Steps </li></ul>FCC LOGO
  18. 18. Questioning Flow <ul><li>Current State </li></ul><ul><li>Obstacle </li></ul><ul><li>Goals </li></ul><ul><li>Solutions </li></ul><ul><li>Next Steps </li></ul><ul><ul><li>Can we meet: </li></ul></ul><ul><ul><ul><li>At 1:00PM </li></ul></ul></ul><ul><ul><ul><li>To follow-up </li></ul></ul></ul><ul><ul><ul><li>To go over the proposal </li></ul></ul></ul><ul><ul><ul><li>Meet the instructor </li></ul></ul></ul><ul><ul><ul><li>Have a 1 hour focus group with the class </li></ul></ul></ul>Last Resort : I will send you a proposal and call on THURSDAY at 1:00PM
  19. 19. Questioning Flow (2) <ul><li>It is a simple process to follow! </li></ul><ul><li>It keeps you on track! </li></ul><ul><li>It leads to understanding the customers! </li></ul><ul><li>It will give you the information needed to recommend the best course/program! </li></ul><ul><li>It will be hard to do! </li></ul><ul><li>Your customers will ask you for the details before you understand their point of view! </li></ul>
  20. 20. Questioning Flow (3) <ul><li>Current State </li></ul><ul><li>Obstacle </li></ul><ul><li>Goals </li></ul><ul><li>Solutions </li></ul><ul><li>Next Steps </li></ul>
  21. 21. Are you a Good Listener QUIZ! <ul><li>1 </li></ul><ul><li>2 </li></ul><ul><li>3 </li></ul><ul><li>4 </li></ul>
  22. 22. Evidence (1) <ul><li>Box Selling </li></ul><ul><li>Solution Selling </li></ul>Can you meet the clients requirements?
  23. 23. Evidence <ul><li>Facts </li></ul><ul><li>Benefits </li></ul>The Points of Persuading I can save you money! $ I can save you time!  I can help you improve your quality of services or products  I can make your life easier!  WIN WIN!
  24. 24. Unique <ul><li>College or University </li></ul><ul><li>Events </li></ul><ul><li>Programs </li></ul><ul><li>Price Point </li></ul><ul><li>You and Instructors </li></ul><ul><li>Instructors and Program Manager </li></ul>
  25. 25. The Evidence Book <ul><li>What makes you unique? </li></ul><ul><li>Who says so beside you? </li></ul>
  26. 26. The Product Book What else? Management IT Conference Center Online Assessment Credit National Partners Open Enrollment
  27. 27. Pictures are worth a thousand words!
  28. 28. Next Steps <ul><li>Good Reasons </li></ul><ul><li>Simple Choices </li></ul>
  29. 29. Value Added for the Customer! <ul><li>Something they did not know about! </li></ul><ul><li>Something that exceeded their expectations! </li></ul><ul><li>Something that is similar to other products/services! </li></ul><ul><li>Something that makes it more valuable! </li></ul>What value added do you offer?
  30. 30. Ask for the Business <ul><li>Assessment Teaser </li></ul><ul><li>Proposal/ </li></ul><ul><li>Follow Up </li></ul>Don’t leave without a date and call to action!
  31. 31. I’m not the Decision Maker! <ul><li>Reasons </li></ul><ul><li>Hesitations </li></ul>Good Reasons for going ahead!
  32. 32. What are the objections you hear everyday?
  33. 33. Objections (1) <ul><li>Listen </li></ul><ul><li>See </li></ul>
  34. 34. Objections (2) <ul><li>“ Respect” Comment </li></ul><ul><ul><li>T </li></ul></ul><ul><ul><ul><li>Tell them that is exactly why </li></ul></ul></ul><ul><ul><li>E </li></ul></ul><ul><ul><ul><li>Explain or Admit the Truth </li></ul></ul></ul><ul><ul><li>A </li></ul></ul><ul><ul><ul><li>Ask a question </li></ul></ul></ul>Before During After
  35. 35. Objections Worksheet <ul><li>What is your #1 objection? </li></ul>Ask your partner to give you this objection and use the tools shared to handle the objection.

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