Strategic Sales for Colleges


Published on

Sales for Colleges

  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

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.