How to Sell Continuing Education
As a scuba diving instructor I always thought of myself as just that – an instructor. When asked to sell courses, or equipment or anything else that required a cash transaction, I fought it. It wasn’t my job. I am not a salesman. My thoughts on salesmen, and their values and integrity, likely came from the usual unpleasant experiences we have all shared in the past with sales people, particularly in used car lots – the ones that give most people in sales a bad name. And why is that? You almost feel bullied, wrangled, and sometimes even taken advantage of. I didn’t want to have anything to do with that.
When I first became the Regional Manager for the Northeast for SDI/TDI/ERDI – a looong time ago, I heard many dealers, store owners, and managers alike share the same concerns with me, “My problem is that my instructors don’t know how to sell,” or “They are a bit shy when it comes to selling.”
I get it. I’ve been there.
We want to share with you a few pointers and tips designed to help you and your staff sell naturally. It doesn’t have to be a sales pitch or a sales plug. As a matter of fact, today, consumers already did their research and aren’t looking for a dog and pony show to begin with. Trust me; they are there to buy – not to be sold.
Join me in my upcoming sales webinar on Wednesday, Nov. 9th, 2016 at 5pm EST and let’s look at some of the ways we can improve as sellers.