Dr. Jean Norris

Good question....who IS training them?  If we look at the history of sales methodologies in the higher ed sector, there was a shift to "in-house" training a few years back.  Oftentimes, the ones doing the training are simply passing on what they learned and so on and so on.  In fact, much of what I've seen out there was from trainer's who brought techniques in from the business industry in the 80's.  How's that for outdated training?

Very well said!  I'm also glad not to be the lone voice saying the typical admissions process doesn't work!  When it comes to ethical behavior, organizational values must be something more than what is written in the catalog or a website.  They have to be shared and imbedded.  Instead we see the UGR's (unwritten ground rules) or as you mention, the way business is REALLY done, dominating.  Beyond not serving the student well, these approaches aren't even effective.  People will pay more for things they want (including the experience they seek) as you mention.  I truly believe admission reps WANT to do the… >>>

Hello Dr. Childers.  Your approach sounds very interesting.  We'd love to learn more about it.