Need Advice BADLY!!

Quote:

Originally Posted by RonChism

SalesGuy, can you elborate just a little. Remember, I'm totally new. By "sales plan," do you mean a script that I memorize, or an outline of some type that I use while talking to a prospective recruit?

Working a plan has an incredible way of increasing one's productivity so my answer would be "Both".

To get started plan out a typical day. For instance, prospecting calls in the morning and appointments in the afternoon. Or whatever works best for your offering.

Next, plan out a typical sales call. For instance, what information do you want to get across and what information do you want to discover from the prospect. This is where the scripts come in.

As days goes by you'll flesh these out quite a bit more but for now these are a start.

This is a good start. It is possible that your guidelines will actually help me during my upcoming "final" (I hope) interview. They might ask me how I would approach my day, etc.

If you have any idea what kind of questions I might receive in a sales interview, let me know. When I get home tonight I'll go over all this good advice everyone's given.

I seem to recall some guy, years ago, telling me that there are steps in the sales process, that lead to the final "closing" when you explicitly ask for the order, or the check, or the enrollment in this case. Do you know those steps?
Thanks again!

-Ron

Quote:

Originally Posted by RonChism

I seem to recall some guy, years ago, telling me that there are steps in the sales process, that lead to the final "closing" when you explicitly ask for the order, or the check, or the enrollment in this case. Do you know those steps?

Here is a link to a thread on your question: Sales 101: What are the steps of selling?

Ron, I would say you have received excellent advice today.

Because your prospects have already filled out a form with a decent amount of personal info, getting them to say "yes" as in a typical sales scenario may not be your primary problem. These leads are decently hot (or at least warm). I think your biggest challenge will occur AFTER someone says they 100% want to do it.

I decided to try selling my product in other cities, once, entirely by phone. I was very persistent and methodical in my approach and I made some sales. But I discontinued this approach because I discovered an unexpected obstacle that drove me nuts. I got people to say "yes, I'll take it." I got them to mail me their check (amazingly), but then I needed them to send me a couple forms and their menus (they were pizza restaurants) so I could fill their order AND I COULD NOT GET THOSE DARNED PEOPLE TO STICK A COUPLE PIECES OF PAPER INTO AN ENVELOPE AND MAIL IT!!!

During a face to face presentation, the prospect makes a buying decision; you fill out all the forms; they give you money...most of the transaction is completed then and there. Getting people to take action AFTER the hang up the phone is challenging.

In order to get his transcripts from the '70s, my husband discovered that his community college in upstate NY has not yet discovered technology. He had to mail in a written request asking for the request form (which would come by US mail) then fill it out and mail it back to get his transcripts to be mailed out!
That was only 1 step in the overall process.

I'm guessing you already have the right phone persona or you would not have survived the first 2 phone interviews. Here's my advice: Emphase how you will follow up RELENTLESSLY to keep your applicants on track and that you understand the importance of creating a sense of "urgency." Our rep called us 5 days before the deadline and told us about the noon on Monday deadline next week to enroll in October. It was too late for us to get on the stick by that time. EACH contact should have ended by emphasing the upcoming deadline and how some steps take time and need to be addresses on an ASAP basis.

Good luck. I have a feeling you will succeed. You've already put more engergy into preparing for the interview than many put into their work.

RainMaker, the issue of follow-up calls is not something I would have thought to bring up in an interview. THANKS!! I'll most definitely bring it up, as I'm sure they'll ask me a question that will allow me to do so.

My friend who currently works there [and is going to spend 30 minutes with me tomorrow trying to get me prepared], did mention that he sometimes has a difficult time getting prospective students to realize that they have to get their financial aid documents in to Sallie Mae ON TIME. I'd almost forgot about that, until you mentioned it.

I feel like I could become about 80% ready for the interview just with the information I've gotten here, if I can pull this information together into a coherent role play between myself and my wife.

SalesGuy, thanks a bunch for the link! Incidentally, I've printed out this entire thread, as well as the thread about Success Components. And I've been studying all of this this evening. I'll look at that link tomorrow morning.

Thanks again!!

Ron,

Here are some more thoughts for you. IMHO, In a new sales position, you need to quickly learn the features, functions, and benefits of your new product. What could you offer? why do you offer it that way, and how does that benefit the student?

Then, you need to learn about your customer - who is your best target? What characteristics do your best customers share? What are they concerned about, and how can you fill that need?

Find out about the competition. Who is the competition? How are you different and/or better than the competition?

Find out what causes confusion to potential students that could cause them to raise objections to signing up? What kind of questions are your peers usually asked, and what are the best answers? Identify real vs. perceived objections. For instance, if the student wants auto repair training and you don't offer it, that's a real objection, and you might as well move on.

Also, related to Rainmaker's comment on follow up. IMO, the best sales people need to be organized. Odds are, you won't sign up each prospect on the first phone call. Recognize you'll need a system (automated or manual) to track who you've contacted, the result of the discussion, and the next action step. If you are responsible for obtaining the enrollment paperwork (it could be someone else's job and your boss may prefer you don't spend time tracking it down), incorporate that into your tracking system. Find a way to get past that problem. Maybe you ask the questions on the form, fill it in and fax it to them for their signature. Be creative!

Go into the interview with a clear definition of how you're going to excel at the job, and that will serve you well.

Sounds like you've got a great approach. Best of luck. Hope this helps.

Kathleen

PS - I type fast, too.

One more thought--not related to THIS particular interview, but any interview. Don't be afraid to ask questions. When I am interviewing, I am much more interested in the candidtate who is actively asking questions because it means they are serious and interested. For me, this they get my interest more than the ones that just sit there like a lump and nod.

Thanks, Kathleen and RainMaker!! I'll try to pull all of this together.

Need Advice BADLY!!

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