Get Your Students Hired
I feel that as a salesperson, knowing the product is more important than selling because selling is about building a relationship with the customer & the more you know about the product or service you are selling the better that relationship will be & the customer must feel comfortable with the sell to avoid buyer's remorse.
I would love to have more knowledge about our programs. I believe this is in the "works".
I understand that it is not my job as an agent to get the prospective student to enroll that they need to speak to admissions. However, I feel it would be helpful to keep the prospecdtive student on the phone to get them to admissions if we didn't sound like we knew absolutley nothing.
I completely agree that knowing the product is more important than selling. I gain new and helpful information everyday which helps me feel more confindent and comfortable. As a saleperson, you have to know your product or service and be the expert. This helps build that relationship and trust between the student. The more information I learn, the more knowlegde I have to convey to these potential student. It is important to explain the information and build that relationship to make them feel comfortable.
This is true. I was in sales for a long time. I found out that having extensive product knowledge makes you more marketable at selling your product. People were often impressed when I was able to explain and go into detail regarding products. It is from that product knowledge that you are able to build relationships with customers. If you are not able to explain the features of a product or service, it is more likely the consumer will go to a competitor.
I agree. It's not about selling. It's about asking enough questions to discover the candidates needs and if our school can fill their needs. Product knowlege is therefore very important. We need to know the candidate's vision for the future and also know if we can be a paint brush in that vision!
I think there is a good balance in between both. Getting to know the customer or in my case "prospect" is important. I always like to start off asking appropriate personal questions. For example, I may ask them where they are from then lead into what brought them to their current location. I might even compliment them and find a common interest. What are some questions you find helpful to initiate a conversation?
Once I gained there trust or interest I will then go into the product that I am selling. This is where "knowing your stuff" would come into play. Because I have gained there trust I want to make sure I give them the most accurate information I can. After all it is my job to know the product that I am selling, plus how embarresing would it be if the prospect corrected me in the product that I am trying to sell?
I also agree. It is very easy to sense who is just "selling" and who is genuine in what they are doing.
Knowing your product will help you become better as well as provide the best customer service possible to your customer. They feel more confident when you are able to provide thorough answers and provide insight at all times.
I think knowing the product is secondary to knowing your students career and educational goals. I don't see myself as a sell person but assisting the prospective student in meeting their career goals.
I am in total agreement, knowing your product and believing in the service you have to offer goes a long way in effectivly marketing your school.
I totally agree that knowing your product is the best way to 'sell' your school. Incorrect information, or misleading information because you don't know the details of the curriculum will only lead you down a non-compliant path; which we all do not want to do.
I agree! Also, it is much more effective to believe in what you are selling as well. Learning about the programs and meeting with department chairs helps to put a face to the name and strenghten my passion for the school programs.