Sales
What should be kept in mind when coming in from a sales background? What should one becareful of?
Conducting oneself in a professional, ethical and maintaining a high moral ground everyday will prevent you from comprimising your integrity just for a 'sale' It is all about the student. Astudent should not be sold, they should be provided the opportunity to take advantage of our educational programs. It must be a good fight and a decision the prospective student makes.
Sales is important to the job of course. I would say heart is important too. I think it would be very helpful to WANT to help people get on track to the next phase of their lives. When what you do affects other's lives I don't think it can be just a job at that point.
Giving too much information to sell the product. Too much over the phone means they do not need to come in for a campus tour.
I agree. Selling the importance of the beneifits of the education you will receive is more important than just filling a seat
I agree sales are important, and yes it does go further. We have to focus on the students and give them the best knowledge and pathway that we can.
I continue to feel that I can't sell my school, the brick and walls and floor, etc...I always find what's important to the student and sell the outcome of the profession...I never want them to hear selling from my voice, just enthusiam!
There is an element of sales in this position, but it is so much more than simply sellnig a product. Ultimately, we are selling education, but we can confidently say that what we are 'selling' will truly make a difference in a student's life. There is not a single person out there who could give anyone a good reason why they should not go to school. It is up to us as admissions officers to help them realize this need, why they need it, and how they can go about achieving it and what it will mean for them.
I used to teach customer centric sales before I became an admissions rep. The same perspecitve applies to admissions. Clearly defining a prospective student's current situation then having them outline where they want to be is imperative to successfully determining if my school has a program of study that will help them achieve their goals.
"Selling isn't telling" as the old saying goes. It's listening to determine customer needs that drives the desired outcome.
Some sales techniques can be useful in college admissions if they are to inspire the students to get started on their education. However "used car sales" techiniques are not useful at all and the students can tell if you are selling to them in that way. Best to be helpful and encouraging
Jesse,
This was a great post!
Jesse:
Good post. The most successful agents can use their honesty and integrity to enhance their ability to "sell".
Coming from a former sales background, one of the most important things to remember is that there is no wiggle room here. In my previous job we learned ways of haggling with and even breaking down the customer to try and sell to them because it was a commission only salary.
This is a totally different league from that. And while you may see it as trying to sell the benefits of your school to that prospective students, the regulations placed by the state of Ohio are there to be fair with the competition and honest with the prospective students and their families.
As a salesperson, selling is top priority. As an agent, integrity is the top priority. While you are striving to do both, integrity has to be preserved above all else or it could end up harming your school and costing you your job.
I agree. "peel the onion" and listen, listen, listen. The more you understand why this perspective students want to start a career, the more effective you can give the perspective student the tools to do so.
Since agents are normally the first person a prospective student makes contact with you need to understand they are not thinking of themselves as a "customer". And truthfully, we shouldn't either. What we should be doing is promoting an educational program in which the student has an interest. If it's not a good fit for the student or school, guide the student in the right direction. I can guarantee you they will be grateful for the educational advising you've provided to help them realize their goals!
I think that "sales" and "customer service" are very similar and both need a full understanding of the product and company before someone can really succeed. In education, it's similar because we have to be very knowledgeable of the school and the fields in which the programs are offered. When knowledge is paired with great customer service, it usually creates very satisfied students. It is important to remember the balance of these factors.
Skills learned in the sales feild carry over very well to this field.Its all about listening and finding out what best suits the student and getting them to buy into your programs.
well... depends on your school.. some schools do not "reward" based on sits for class starts but that is part of your "performance evaluation" and you can not be rewarded or promoted for sits but you can be terminated for lack of "performance"...
I have also seen it listed as possible termination for lack of customer service.. "if you don't enroll enough students then you are not giving exeplary customer service"
so its all semantics
I have been in admissions for almost 3 years and I have watched the gradual change in policy. No longer are enrollments allowed to be the measure of a reps performance. It very hard to wrap your mind around if you come from a strong sales background. It is important to care for the student and make a change in their life. It is just as important to place them in a program that will help them achieve their educational goals and find a job. No one has to sell education. It’s the only investment that gives a return every year of work. Our job is to help the student come to the conclusion that they need and want this education. If you don't believe in the value of education neither will they.
I very much agree with your reply and like the way it was phrased. I am not an admissions rep I am a high school rep and I go into the schools to conduct informational workshops about the school that I work for and its programs. So in a sense, it is indirect sales, because I am generated an interest in the school and the programs offered.
