1. Introduction to Basic Sales Techniques
Leadership Training Program

2. Are you a sales person? How do you feel about this term?
The purchase of child care services is a feelings based decision. Why?
People buy from people they like…or people do business with people they like. How do you know this to be true? In what ways does Cadence Education encourage this?

3. A Few Terms
Selling
-Getting the prospect to act on your recommendation and helping the prospect to make a good buying decision
Prospects
-Person who is not yet enrolled in your school, but is eligible to do so
Customer
-Parent of a child already enrolled in your school
Needs Assessment
-Determining the prospect’s problem to be solved or desires to be satisfied
Closing
-ASKING the prospect whether she’d like to purchase your services
Objections
-Reasons voiced by the prospect as to why she can’t act on your recommendation

4. Myths to Selling Child Care
Your school will sell itself.
Good selling sells anything.
There is only one way to sell child care.

5. 7 Techniques for Securing Visits and Enrollments
1. Impressive Introduction
2. Needs Assessment
3. Presenting Benefits
4. Closing
5. Handling Objections
6. Memorable Conclusion
7. Follow Up

6. 1. Impressive Introduction
Take a breath
Smile
Pleasant dialogue
Greeting, center name, your name, position
Tone of voice
Speed

7. 2. Needs Assessment 4 Techniques :
Questioning- open vs. closed
Listening
Empathizing- “Think in the prospect’s perspective”
Active Listening Response
Prospect profiling- Welcome to the Family form
Non-verbal buying signals
*Negotiating Needs Assessment Activity

8. 3. Presenting Benefits Feature statements- Benefit presentation
“Selling vs. Telling”- what does this mean?
Benefit test- So what?
To frame your thoughts- use “so that…” or “What this means to you…..”
We do….., We have……, We are…..

9. What’s My Benefit Line? Feature: We utilize an educational curriculum
Feature: We offer family events
Feature: We serve lunch and snacks
Feature: We offer parent/teacher conferences
Feature: Our classrooms are set up in learning centers
Feature: We have a training program for our teachers

10. Turning features into benefits
Break out
Turning features into benefits

11. 4. Closing Converts inquiry calls to visits and visits to enrollments
You must ASK or you are not closing
Direct Close
Assumptive Close
Alternate Choice Close
After asking a closing question….be quiet!

12. Handling Objections with Ease Activity
Triple A Formula
A= Acknowledge- with empathy
A= Address- with benefits
A= Attempt- to secure a commitment
Objection: I don’t want to make a commitment until I talk to my husband.
Handling Objections with Ease Activity

13. 6. Memorable Conclusion
Restatement of specifics- reconfirm visit appointment or enrollment date
Restate your name and name of your school
Indicate genuine desire to have prospect become part of the school family
Reminders
Thank her for visiting, etc.

14. 7. Follow Up Internal- profiling system
External- actual follow up action
What is one of the ways you facilitate following up with a family?
Other effective follow up strategies
Personal thank you note
Invitation to a school event

15. Questions….Comments