Events

Strategic Sales for Colleges, 2-Day Course
May 2011

Trainer: Trenton Hightower
Location: Vincennes University, Indianapolis, IN
Hosted by: Vincennes University Jasper Campus

*Click here to view our flyer*

Vincennes University Jasper Campus, 850 College Avenue, Jasper IN 47546 
Or by phone at (812) 482-3030 or  1- 800-809-VUJC  

This 2-day course focuses on everything you need to know to sell higher education to business and industry. With methodologies tied to marketing strategies, the Strategic Sales course teaches the practical tools and how-to strategies needed to position yourself as the business community's preferred training partner. Take home tried-and-true techniques to drive sales, boost revenue and increase customer satisfaction from some of the nation's top professionals.


Day 1

Objectives:
• Understand contract training in the context of higher education.
• Learn & practice contract training sales tools.
• Understand the contract training sales cycle.
• Understand the power of evidence.

Get "buy-in" from your customers, instructors, partners, suppliers and the college community for your contract training services.

Learn how to:
• Use proven sales methodologies tied to marketing strategies.
• Apply four simple steps in the contact process.
• Open and re-open your agenda for each call.
• Overcome procrastination.
• Direct questioning flow to reach learning outcomes.
• Use the four kinds of evidence.


Day 2

Objectives:
• Practice & master the sales flow.
• Practice overcoming objectives.
• Review common language for contract training.
• Build value-added selling concepts with evidence in mind.
• Learn goal-setting & accountability activities that contract training managers need to know.

Put the process into action with tried-and-true, how-to techniques and strategies:
• Practice & review some of the best training and development exercises.
• Learn how to develop training plans for management skills, computer skills, employee development & job-specific skills.
• Explore modes of instruction including stand up, live video and online.
• Apply the four simple steps in a presentation.

BONUS on Day 2:

An added bonus on Day 2 will explore e-learning strategies to increase your on-line program enrollments. We will share planning for e-learning, develop e-learning measures, and evaluate e-learning outcomes – all to build a suitable process. We will need to keep in mind that we will then need to sell the program to our existing customers and open up a new on-line market. Selling on-line is out there everywhere from e-bay to Craigs lists. In this session, you will learn how to find e-selling opportunities that take little time. Let “Strategic Sales for Colleges” do the research to assist you in getting the answers. Undoubtedly, you will leave this session with a Strategic Selling/Marketing plan.

Learn about:
• The latest LMS development ideas
• Ideas for developing and pricing e-learning for business
• How to use the testing process for best results
• Instructor management
• Using the web to educate and communicate
• On-line contract selling
• How to sell e-learning to any customer
• Professional social networking and selling on-line
• Customer contacts and developing a communication plan
• Webinars and e-selling
• Online newsletters and communication plan
• Video streaming, I-pods, and Blackberrys/Treos

to view/print the prework assignments for this event.

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Strategic Sales
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