Career Consultant

Location
Hove, East Sussex
Salary
£20,000 plus commission (OTE £40K)
Posted
11 Jul 2018
Closes
08 Aug 2018
Sector
Education
Contract Type
Permanent
Hours
Full Time

Role

The Career Consultant’s focus is to make outbound telephone calls to potential students from the UK and overseas who have responded to our marketing and provide these potential students with an experience that positively differentiates The Learning People and encourages them to commit to studying with us, in order to achieve an individual sales target. 

Key goals

  • Understand each potential student’s situation as thoroughly as possible
  • Build awareness and trust by using open questioning and active listening techniques
  • Adhere to The Learning People Consultative Sales Model on every call
  • Provide each customer with a solution that is relevant to their experience, aspirations and financial situation

To always act in a professional and ethical manor

  • Respond to inbound customer enquiries via telephone ASAP
  • When working distributed leads follow Lead Responder Model
  • Qualify and forecast opportunities thoroughly and accurately
  • Prioritise leads to ensure that the newest enquiries are responded to first
  • Schedule customer call-backs to enable all other professional commitments to be met
  • Direct non-sales enquiries to Student Care via telephone and email
  • Segregate and interrogate the ZOHO CRM database for potential students who have not yet been contacted
  • Set own daily revenue and potential targets to achieve monthly GP target
  • Identify closed-lost opportunities and manage these to maximize the possibility of enrolling the same student in the future
  • To  work renewals opportunities in line with company guild lines
  • To  work CRM Zoho in line with current company guidelines
  • Complete and manage paper and computer based sales administration for every opportunity and every sale
  • Adhere to all legal requirements concerning the recording of customer information under the Data Protection Act and FCA
  • Send the correct course information to students from the ZOHO CRM system
  • Calculate and arrange finance, including credit applications, for potential students and take initial card payments over the phone in accordance with FCA regulations
  • Ensure that students complete all paperwork regarding financial agreements in a timely fashion
  • Book an orientation call for every new student whenever possible
  • Enhance your understanding of product and market by pro-actively researching new information, unfamiliar terms and developments in relevant fields and industries
  • Read and utilize new marketing collateral to further inform self and students
  • Manage skills development through a combination of scheduled performance reviews with the sales coach and pro-active independent assessment
  • Participate in training and development activities as directed
  • Listen to and act on feedback from students, colleagues and managers
  • To make sure you are proactive in seeking the help and advice you may need to effectively run your business needs to reach targets

Key responsibilities

  • The general purpose and method of sales qualification and qualifying using the company sales process
  • Prioritising leads and forecast opportunities in line with company guidelines, standards and processes
  • Using the ZOHO CRM system to schedule call backs
  • Using an internal phone system (hold, call waiting, forwarding etc.)
  • Identifying and selecting leads from a ZOHO CRM database
  • Approaching Fresh leads and not contacted leads in line with the Lead Responder Model
  • Completing a Week In Progress (WIP) sheet
  • ZOHO organisation
  • Open questioning (expert)
  • Active listening (expert)
  • Following a telephone-based sales process
  • Understanding of the TLP consultative sales model
  • Understanding and knowledge of the product (accredited courses, Skillsoft training and TLP support)
  • Understanding and knowledge of the different payment methods and guidelines for arranging finance packages to FCA regulations
  • Awareness and ability to sell a solution instead of product
  • Awareness of the Data Protection Act (with regards to taking credit card payments)
  • Taking card payments via the Zoho Invoice system
  • Following the credit finance application process to FCA guidelines
  • Use of own judgment
  • Prioritisation
  • Organisation of own work
  • Analysis and assessment of own productivity
  • Setting and managing individual goals and generally working unsupervised
  • Focusing on a quality customer experience
  • Excellent telephone-based communication skills
  • Excellent listening skills
  • Empathy

Qualities

  • Persistence
  • Patience
  • Acts with integrity
  • Curiosity
  • Efficiency
  • Honesty
  • Good judgment
  • Adaptability
  • Creativity
  • Persistence
  • Attention to detail
  • Ethical
  • Thorough
  • Resolute

Experience

Previous outbound sales (B2C preferred.

Works with;

 Our Students

Head of Sales

Team Leaders

Sales Coach

Finance Administrator & Finance Assistant

Student Care Consultants

Head of Operations

Marketing Department

Sales Administrator

Lead Responders

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