1. Top 10
“Sales” Skills
(for Admissions-folk:)
Adrienne Bartlett, SACAC 2010

2. Expectations
What we mean by “sales”
Sales tips for admissions
Let’s have some fun.

3. “Sales?”

5. You provide a service.
You accept money for it.
You have delivery costs.
You pay people.
You may (or not) have profits.

6. It’s a
Business.

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

8. We may not all
agree on the
term...

9. ...but we should
all agree on the
skills.

10. Sales.

11. “Match the product or
service you offer with
people who have a
demand for that
product or service.”

12. “Match the academic/
social programs your
college offers with
students who are
interested in those
programs.”

13. Hire the right people.
Train them differently.
Provide different tools.
Set different goals.
Assess and evaluate.
Accountability.

14. “10 Sales Tips”

15. Ask & Listen.

16. Sales Mistake #1
Talking too
much!

17. Take notes
Ask clarifying questions
Focus on them
Benefits vs. Features

18. And...oh yeah...
Record it somewhere!

19. Research prospects
prior to contacting
them

21. “Always on”
(my soapbox)

23. “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.”

24. “Out of Office”
Reply

25. Too busy
recruiting
to recruit ?

26. Talk Price.
Communicate
Value.

27. “Salespeople” must
be able to discuss
the real price.

28. Calculate Actual Cost on
Your Website
93%
Wanted To
37% Able To

29. June 2009
71%
National Association for College Admission Counseling

30. $47k
$20k

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

32. Financial Aid
Training?
www.targetx.com/videos.php

33. Provide
appropriate
marketing
messages

34. Are you
“in sync?”

35. Enrollment Goals
Communication Plan
Authenticity

36. Become a
“trusted advisor”

38. Get comfortable
with “no.”

39. Keep
them
coming
back.

40. Get them to
“No”

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

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

43. Appearance Matters
(sad but true)

44. “Male customers
will choose to buy a
dirty shirt if it's sold
by an attractive
saleswoman”
University of Alberta study

45. Close the Deal.

46. 1. Remove the
Roadblocks

47. 2. Recognize
“Buyer Shift”

48. The Most Difficult
Question to Ask:

49. “What about this
doesn’t work for
you?

50. Rethink the
Yield Event in
Spring?

51. “Random Acts of
Exceptional
Customer Service”

53. “Perhaps you just
need to give them
the permission to be
exceptional.”

54. Ask for their
Commitment.

55. Ask for feedback.

57. More tips...

58. It’s all
about the
relationship.

61. “But what can
I do?”

62. Be the
champion in
your office.

63. Avoid
nice girl/guy
syndrome...

64. 3 T’s
Tools
Technology
Training

65. Manage your
reputation

66. www.targetx.com/ithink

67. www.targetx.com/webcasts

68. Access this presentation:
www.slideshare.net/
targetx

69. Thank You!
Adrienne Bartlett, SACAC 2010