Admissions Representative Sales Training
Both personally and professionally I am most grateful for our partnership with Echo Delta. Furman’s collaboration and relationship with Echo Delta have been inspiring and transformational on many levels.
Associate Vice President for Enrollment
Declining birth rates, lack of confidence in higher education, and the great resignation have combined to make the college recruitment process more challenging than ever. The higher education sales team—more commonly known as admissions representatives— has traditionally not received the sales training or higher education knowledge they need to be successful.
But when admissions reps can fill in this missing piece—and learn how to sell—they’re able to help more students get enrolled and excited about their college experiences.
We created this comprehensive sales training seminar in collaboration with James Gilmore, co-author of The Experience Economy, to train both new and seasoned admissions representatives on how to sell the transformative power of higher education.
Customizable Training for Your Priorities
First, we will collaborate with you to determine topics and techniques that are most relevant to your institution. Then, one of our seasoned admissions experts will visit your campus to deliver an engaging seminar to your admissions staff.
A few evergreen topics include:
- Sales: specific, research-based strategies for selling an experience-based product
- Finances: talking to families about money in a comfortable and confident way
- Generations: understanding today’s audience and how to communicate with them
In addition to these, we’ll teach your admissions staff how to use data effectively, overcome rejection in the sales process, create engaging presentations, and more.
Sell the Meaningful Experience of Higher Ed
Many admissions representatives talk to students like they’re selling a car. But college is so much more than that: it’s a life-changing experience unlike any other. Selling an experience is vastly different than selling a product, which is why we base our training around The Experience Economy, seeking not to push a product, but to turn the mundane to memorable.
As part of your seminar, you’ll hear directly from co-author James Gilmore about how to stage engaging experiences that sell.
We also borrow from sources like Little Red Book of Selling (Jeffrey Gitomer), Life’s a Pitch (Don Peppers), Rejection Proof (Jia Jiang), and the writings of Howe & Strauss and Jean M. Twenge, as well as recent research from Echo Delta, Encoura, Niche, R&L and others.
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