Definitely attitude. If you are having a bad day and not feeling well you are not going to be able to help that prospective student. Attitude is everything.
Cameron, that's a great point. It sounds like you like to start off a conversation by building rapport and getting to know a student first. Then, you can get into the details about the school and the program. I'm curious, where do you see attitude fitting in?
Dr. Jean Norris
I would say people skills are the most important. You can only get to your knowledge of the product and use of sales skills once you have established a good rapport with the prospective student. Making them feel comfortable and trusting have to come first.
Mike, great point that product knowledge is important. I agree. I'm curious, could you tell me your thoughts on product knowledge being a part of sales skills?
Dr. Jean Norris
Product knowlegde is a component of sales skills and extremely important in this process.
Jessica, it sounds like you have a great attitude and that will certainly carry over into your interactions with others. Great job.
Dr. Jean Norris
I think that attitude is the most critical element to the admissions professional. My attitude effects everyone I come in contact with here at the school, from prospective students, to students and even coworkers! Having a good attitude really makes my job easier!
Roland, thank you for sharing your experience here. People skills are a critical part in building a relationship with a student. Also being able to share your personal experience with the school demonstrates your product knowledge too. Great job.
Dr. Jean Norris
Of the four elements, I find that your people skills are the most critical for admissions. I think that your prospective student needs to see the school's choice in picking you to represent it. If you are a product of the school system you represent, like I am, then they want to see how you have been effected by the program. Having good people skills can show that you have full confidence in the school and what they are offering.
Thanks for sharing your thoughts here Maria. Product knowledge is important because the prospective students need to know the features and benefits of your school in particular. But, you also bring up the excellent point that students will also connect with you by the way you treat them. So this is telling me that people skills and attitude are also important.
Dr. Jean Norris
product knowledge is most critical followed by sales skills and your attitude. most students buy into us and the way we treat them
Blaire, that's great! It looks like your skills are helping you build connections with people and those experiences have proved successful. I can also see your positive attitude playing a role in building relationships with others. Awesome work!
Dr. Jean Norris
Thanks for sharing this Mike. You are right that knowing the school and programs are an important piece of any admissions rep. I'm curious, where do you see sales skills in this model?
Dr. Jean Norris
I find that my people skills are my biggest asset. In my experience the connection made with the prospective student will make the difference in them arriving to the first meeting or not, being excited about the process, and feeling comfortable asking any question that they have. The best part is when they are active students and still feel comfortable stopping by to check in and tell you how excited they are to be in school and grateful for your help during the admission process.
Today's admissions professional must be able to discuss and address questions about the product(school)and the programs. This helps to ensure the student has the information that will assist in making an informed decision. Another critical component is attitude, which should be a centered on student first, lastly people skills and the ability to communicate is important in the admissions process.
Joe,
You are right that all 4 competencies are essential for success. The key is finding out how you can expand each and every area to help your students to the highest degree given each will need something different. Great insights!
Dr. Jean Norris
If you don'thave product knowlege, how are you helping a student change there lives, in starting a career, they will give you some ideas as to what they would like to do in there future. you're Job as a Rep, is to key in on that and guide them with professional Help and knowledge, to make sure they are going into the right program. This is where your sales skills comes into play, in guiding the prospective student in the right direction making to have good sales skills you must have all four components to be successful. Your people skills are all about how much the prospective student likes and trust you. and belives everything you are saying, showing them is in there best intrest to have a successful career. and when it cimes to attitude If you can't come to work with a possitive attitude stay home. a Admissions rep job relvolves around attitude, from your tone of voice on the phone expressing excitement, to setting the appointment, walking them through the admissions process, and enrolling them into a program. and keeping the retentation.
Lynnette, thanks for sharing this. I wonder, what are your thoughts with sales skills?
Dr. Jean Norris
Its been my experience that PEOPLE, ATTITUDE and KNOWLEDGE are the most critial. When you make the person in your office feel they are important and so is their quest for information as well as a new start to their journey for knowlege and change you are then able to provide them with the best product knowledge you have they respond well and appreciate the honesty.
Jonathan, that is a great point Jonathan. It sounds like you are putting the students' needs first and using those four elements in a way that is best for them.
Dr. Jean Norris
