Consultative Selling
Name one aspect of what consultative selling involves.
What are:
-Building strong relationships with potential students
-Understanding the students unique needs
-or-
-Providing solutions tailored to student's specific circumstances
How many mediums of outreach are there for the ER to use on New Leads?
4 (Calls, Voicemails, Email, SMS)
What does speed to lead mean.
New leads are a top priority and should be contacted first.
What does the M in MAPS stand for?
Motivation
Give an example of an open ended enrollment related question.
o How do you…
o Tell me about…
o Help me understand how you…
o What are you currently….
o What happens if…
o Can you please share an example…
How many calls should a New lead receive within the first day?
2
Fill in the blank:
"Prioritizing and following up on leads effectively requires a structured approach to maximize productivity and __________ rates."
What is "conversion".
What does the A in MAPS stand for?
Academic / work experience
Name one of the 5 listed keys to consultative selling.
• Understanding the landscape of continuing education
• Gaining insight into our personas
• Building rapport and becoming a trusted advisor
• Asking open ended questions
• Sharing stories and successes
What is a call blast?
Call blasts the practice of calling multiple uncontacted leads but not leaving a voicemail. The goal is to try to catch the student live.
Fill in the blank:
Speed to lead is crucial in __________ conversion rates.
What is "Increasing"
What does the P in MAPS stand for?
Payment
Continuing education offers numerous benefits for individuals, both professionally and personally. Give an example of a benefit it offers for the students profession and for them personally (as listed in the playbook).
Professionally, it can lead to career advancement, higher earning potential, and increased job opportunities. Personally, it fosters intellectual stimulation, personal growth, and improved problem-solving skills. Additionally, it provides networking opportunities, enhances adaptability to change, and boosts confidence.
How many outreach attempts should an ER be making over the first 28 business days for uncontacted leads? (According to the Playbook)
26 (8 calls, 6 voicemails, 6 email, 5 SMS, 6 marketing nurture emails)
You are how many times more likely to connect when you respond within 5 minutes, as compared to waiting 30 minutes.
What is 100x more likely
What does the S in MAPS stand for?
Start date or setting expectations
Name 3 of the 4 personas listed for Persona-Based Selling.
Return to employment
Do my job
Improve my career
Change my career
If there has been no contact, how many marketing nurture emails are sent out within the first 10 business days.
Four
You are how many more times likely to qualify (enroll) when you respond within 5 minutes, as compared to waiting 30 minutes.
What is 21x more likely.
What main question are you answering about the learner in discovery?
The Why