Are you still using the traditional admissions sales approach at your school? Is it working to your satisfaction or are you looking for innovative ways to increase your conversion rates? We all know that prospective students are often suspicious of an admission representative’s motivation, sometimes even prior to speaking with the representative. The best way to avoid this common reaction to a sales approach is to simply not use a sales approach! In this course, we discuss a paradigm shift in the career college admissions process that creates a reverse sales situation where the admissions representative is the buyer and the prospect is the seller.

Our proven “Inside-Out Admissions” process results in significantly improved conversion rates, including Lead-to-Interview, Interview-to-Enrollment, and Enrollment-to-Start conversions. This course will teach you the principles and strategies of the inside-out process, including the inside-out phone and interview techniques. The course will help admissions directors and representatives to increase enrollment through an effective admissions process that not only increases starts but also improves retention!

Module 1: Introduction to the Inside-Out Process

• Describe the benefits of the inside-out approach to admissions sales in contrast to the traditional approach.

• Identify the attributes needed to be an effective inside-out admission representative.

• Recognize seven keys to the successful inside-out process.

• Assess how people respond to different lead sources and use this information to better understand buying motivation.

Module 2: Inside-Out Skill Sets

• Implement a non-selling interview style that translates into students selling you on coming to school.

• Utilize tips for improving listening skills, observing body language, and matching/mirroring during the sales process.

• Describe the three ways that people process information.

• Use techniques and strategies to overcome phone objections and maintain control.

Module 3: Mastering Inside-Out Phone Skills

• Apply telephone tips that will help you schedule more interviews.

• Identify the do's and don'ts when setting up an admissions interview.

• Utilize a short pre-interview assessment to help identify a prospect's buying motivation and time availability.

• Describe the closing/follow-up process.

Module 4: Mastering Inside-Out Interview Skills

• Follow the steps in the onsite admissions interview process.

• Utilize the Inside-Out Interview Assessment form to keep the prospect on the right path and examine the purpose of asking different assessment questions.

• Describe the order of an effective admissions presentation.

• Use techniques that specifically let the prospect close you.

• Increase the show-rate with an effective post-close process designed to prepare the enrolled student for the potential issues that may come up between enrollment and start.