This course provides admissions personnel the keys to successful recruiting, including sales psychology, telephone skills, the interview, and follow-up. The course is designed to optimize the performance of both seasoned and new admission representatives. It covers the basics of the admissions process and provides proven educational sales strategies and techniques to increase enrollment and retention.

Module 1: Sales Psychology

• Define sales psychology and buyer motivation.

• Identify different types of social styles.

• Develop successful relationships with your customer.

Module 2: The Telephone

• Establish immediate control of the call and develop basic rapport with the prospect.

• Learn how to use transitions and their purpose.

• Ask appropriate open-ended questions to accomplish all goals on the telephone.

• Apply techniques to create value and urgency.

• Examine methods for increasing appointment rate and show rate on inquiries.

Module 3: The Interview

• Describe the importance of detail and why each step in the interview process is equally as important as the last.

• Identify the correct steps of the interview process (what happens when).

• Prepare for an interview.

• Use effective opening statements.

• Utilize methods for probing and giving good feedback.

• Create value and urgency throughout the process.

• Gain commitment and use trial closes.

Module 4: Preventing No-Shows

• Describe why follow-up is so important.

• Assess when and how follow-up should be done.

• Address problem enrollments.

• Perform preventative maintenance by keeping in touch.