Using Sales Techniques at Work

I probably use sales techniques every day, but I am not always aware of when I am doing it. However, a couple of weeks ago when I was working as a receptionist at the Grove City College Admissions Office, I was able to consciously implement sales skills I have been learning about in class.

I was messaged on the LiveChat that is paired with the GCC website by a prospective student. Usually, when I am messaged, the student or parent has a specific question that needs to be answered. This time was different. The opening message was: “I’m a freshman currently and am looking for an affordable, faith-based college.” If I had not learned some basic sales techniques in class, I would have probably instantly begun pitching all the features and qualities of this school.

However, I remembered one of the most basic sales skills and began asking the prospective student questions. I asked if they had anything specific they wanted to learn about, which led to them sharing what majors they were interested in. The more questions I asked, the better I understood what they were looking for in a school. They told me what career they wanted to pursue. I did not know much about it, but this point led me to ask them if they wanted the contact information of professors in the affiliated departments. The conversation ended with me giving the student the information and then some pleasantries.

I may have not closed a sale in this situation, but the help I provided felt very rewarding. Because I asked good questions, I was able to understand what the prospective student was looking for and give them contacts of knowledgeable professors. The best part of the whole interaction was the positive review the student gave. They said: “I got the help I needed, and they were very kind.” This kind remark showed me how effective asking questions is to understanding others in any situation.