- 2 (Registered)
If you are focused on selling to schools, this 6-week course will equip you to more effectively reach schools. This course will unveil strategies from experts with real success stories of cracking open one of the toughest markets – the school market!
Every lesson will include a practical assignment which will directly relate to your sales process and environment. This is what makes this course unique in helping you crack open one of the toughest markets – the school market.
- Starts: 13 May 2019
- Length: 6 Weeks [You have a maximum of 3 months to complete the 6-week course from the date of commencement]
- Price: R5,850.00 (excl VAT) [Sales Team package prices available on enquiry]
- Approx Time Required to Complete 1-Week’s Course Material: 2-3 hours
Week 1 – The Coal Face
- So often, it’s easier to call the CEO of a listed company than it is to call a local school principal. Why is this? The first week of this course explains why it’s so hard to sell to the school market. It will cover two broad areas to help you understand the ‘Coal Face’ of the South African education system. We will look at internal factors and external pressures that schools deal with. The content will break down the various pressures the private vs Government schools, section 21 vs 20, and the different quintiles face.
- At the end of this week’s session, you’ll have a deeper understanding of the school market.
- Your 1st assignment is to identify your core school market and explain why.
Week 2 – The role players
- Selling to schools is like selling to committees (and lots of them)! Understanding the different role players, how they operate, how they think, and what makes them tick will help you approach schools better. Understanding the sign-off process of the school market and how it can feel like selling committees is also key. Part of this week’s training will be a live webinar with a school decision maker.
- By the end of this week’s session, you will be able to identify who the core person or people are at the school you are looking to sell to.
- For assignment 2, you will describe who this core person in the school is and why they need your product or service.
Week 3 – Getting through the gatekeeping
- Anyone who has ever tried to sell to schools knows her – the dreaded gatekeeper! This week will give you practical sales tips and tricks on how to get through the gatekeeper. These are tips that have been tried and tested in the school market by countless salespeople.
- On completion of this week’s session, you can immediately start using these tools in your sales kit.
- For assignment 3, you’ll describe your current sales processes and specify the new ones you’ll use to get through the gatekeeper.
Week 4 – Selling 101
- This week’s session will be the most practical of all the weeks. It will provide tools you can use to analyse how effective you are at selling to schools. Do you know your numbers – how many calls to make or emails to send before you get a meeting; how many meetings you need to have before you get a sale?
- By the end of this week’s session, you’ll have a framework for understanding your personal sales funnel.
- For assignment 4, you’ll be completing your personal sales funnel
Week 5 – Understanding the finances of a school
- If you’re selling a product or service to a school, you need to be paid. Where does this money come from, what budgets do schools have, what are the sign-off processes? This week aims to give you a broader understanding of the flow of money within the school environment.
- This week’s session will ensure you understand how to get your product or service signed off and how it will be paid for by the school. As part of this week, you will be able to join a webinar with a business manager from a top South African school.
- For assignment 5, you’ll detail who for the school signs off on your product/service, what budgets you need to be in, and how you can better manage the sales process.
Week 6 – Alternative Routes to schools
- Except for selling to schools directly (face to face), how else can you sell to them? This week, we’ll explore alternative means of grasping school’s attention. Key areas we will look at are conferences, digital marketing and partnerships.
- The outcome of this week’s session will be expanding your scope of ways to reach schools.
- For assignment 6, you’ll detail 3 new ways you are going to target schools.
Week 1 - The Coal Face This first week will help you better understand the school market and why it is one of the hardest markets to crack open. 0/7
In 2009, Peter co-founded d6 Technology, the developer of the d6 School Communicator which offers communication tools to over 2000 schools. Peter was the sales and marketing director and has wide experience of selling new products and services to schools in Southern Africa. On successfully exiting d6, Peter founded SchoolAdvisor, an online platform that helps schools make better purchasing decisions by bringing schools and suppliers together. Peter daily interacts with schools and suppliers focused on the school market. He has hands-on experience of selling to schools and building sales teams. On successfully exiting d6, Peter founded SchoolAdvisor, an online platform that helps schools make better purchasing decisions by bringing schools and suppliers together. Peter daily interacts with schools and suppliers focused on the school market.