Presentation Transcript

1. THE BASICS OF SALES SKILLS

2. THE BASICS OF SALES SKILLS WHY ARE WE EMPHASIZING OUR SALESMANSHIP CAPABILITIES? WE have been extremely successful WE are beating the odds WE have been changing our practices and seeing improved results
3. THE BASICS OF SALES SKILLS Minnesota, South Dakota and Montana are being forced to make changes; surviving colleges will be very efficient. Workforce shortage in North Dakota is significant with 14,000 to 15,000 openings; many that align with our programming.
4. THE BASICS OF SALES SKILLS By improving our salesmanship now we have an opportunity to make changes we want to make during a time we are notforced to make them. This will increase our proficiency and our effectiveness in salesmanship. These salesmanship improvements will assist in keeping us in front of our competitors and allow us to better fulfill our role as a state agency responsible for educating and training the workforce for North Dakota.
5. THE BASICS OF SALES SKILLS Goal – enhance our ability to attract, educate, train, graduate and place an increased number of learners such that the workforce shortage in North Dakota is reduced. Increase the number of knowledgeable skillful graduates. To deepen our understanding that we all have a responsibility to “sell” the value of a postsecondary education and the benefit of receiving that education at NDSCS.
6. THE BASICS OF SALES SKILLS Value of a postsecondary education: Preparation for the future Learn to learn Threshold to a career/future
7. THE BASICS OF SALES SKILLS Benefits of receiving an education at NDSCS Employability Convenience Affordability
8. REDEFINE OURSELVES FOR IMPROVEMENT “That is the way we have always done it” Move from good to great Step out of our comfort zone Challenge ourselves to do what feels foreign Open the envelope of our own success
9. THE BASICS OF SALES SKILLS It is important to: Know our audience Know our product Know our position Know when to listen Follow up
10. THE BASICS OF SALES SKILLS Know our audience Learners Traditional Adult Non-credit Influencers Parents/family/friends Secondary schools staff Business/Industry partners Colleges and Universities
11. THE BASICS OF SALES SKILLS Influencers Parents/family/friends Secondary schools staff Business/Industry partners Colleges and Universities Know our audience Learners Traditional Adult Non-credit
12. THE BASICS OF SALES SKILLS Know our product Our institution Our stats and data Our programs of study Our transferability Our financial assistance available Our completion time Our employment opportunities Our graduate success
13. THE BASICS OF SALES SKILLS Know and understand our position Who are our competitors What are our strongest programs Our reputation Our price point Our feeder schools and colleges Create “Points of Pride” college department
14. THE BASICS OF SALES SKILLS Know when to listen Do we talk too much No agenda needed Allow the student or partner to talk Gather information about the student or partner, this provides a leverage on the conversation Ask open ended questions Listen and learn the prospect needs first then “sell” the aligning pride points/facts, Follow-up
15. THE BASICS OF SALES SKILLS Know when to listen (cont.) Allow the student or partner to guide the conversation It is important to listen for indicators regarding what is important to them and what they would like to learn more about Build a relationship Learners do not care what we know until they know we care about them
16. THE BASICS OF SALES SKILLS Changing learner market Increasing capture rate within the state/region Growing adult learners base Creating training centers for business
17. THE BASICS OF SALES SKILLS Consistent messaging – personalized messaging – timely messaging –develop contact points – follow-up First follow-up within 24 hours Six points of contact within 45 days; two of these points of contact are telephone