Everyone is in sales

This weekend, Grove City College hosted admitted students’ day. You may have noticed crowds of people in the dining hall and in the academic buildings. When I was getting lunch with some friends, someone asked us if we were willing to eat with some of the prospectives. It was a good experience to meet some of the incoming students as well as those still considering Grove City.

Using the skills I have learned in class thus far, I started by asking questions. In particular, I began with “closed” questions. I thought this would be a good way to slowly begin a conversation. Then, I transitioned to “open” questions. These are questions that typically begin with “what” and “why.” They are designed to learn more about the person you are talking to.

I did not want Grove City to be the center of the conservation at the beginning; rather, I wanted to learn more about the students. As such, I asked questions related to their hobbies, where they are from, what they want to major in, their favorite subjects, etc. I wanted them to feel comfortable around me, eventually willing to ask their own questions. This strategy worked well and allowed me to understand them better.

Once we became acquainted with each other, I shifted the conversation towards Grove City. I asked questions such as: What do want in a school? How did you hear about Grove City? What did you think about your tour? Through this, I was able to conduct a need-analysis and provide them with curated information.

One thing I think I struggled with was attunement. I tried my best to understand that they are just seniors and not college students, but I honestly lost sight of this at times. I probably should have provided answers more slowly and more detailed so there were not as many loose ends. Overall, this experience was a good way to practice my selling skills and see how everyone is in sales.