For anyone selling a high-ticket item to schools these days, finding effective ways to handle price objections is a critical success factor. With more budget cuts and competitive pressures on the horizon, honing your skills in this area, especially through a better understanding of the buyer's perspective, should be your top priority!
Success strategies from a top sales coach
What is the best way to gain access to school administrators who make buying decisions? It's a common question and a source of frustration for those who develop education marketing programs and sell to K-12 schools. Here's sage advice from a leading K-12 sales coach. 
Pending federal ESEA reauthorization and increased budget pressures are creating a growing need for publishers and developers to substantiate their product claims. Just-released 
You make lots of promises about the ways your product will improve teaching and learning. Can you provide proof? School administrators want and need efficacy data to know if your claims are true. But is investing in effectiveness research a cost of doing business, or is it one of your best education marketing opportunities?
It's the question we get most often: How do we get a senior district administrator to talk to us by phone or to respond to our email request to schedule a meeting? It's tough to do, especially when most inbound communications is considered "Spam." Knowing what to say when you do get that meeting is also critical to your success. Do you need better connections with the “C” level of school districts?
Does your offer of a full refund result in bigger orders from school administrators? Will a money-back guarantee help you close deals for your high-ticket products and services? It’s a popular topic of discussion with education marketing and K-12 sales managers. 
Relationship selling is a fundamental skill for anyone who wants to succeed in the K-12 school market. Why? Because educators are people-oriented. Many say they are more relational than other professionals. Building rapport with busy school administrators requires constant honing of your interpersonal skills. Start here with seven rapport-building strategies from a school sales expert.
Rapidly expanding niche markets with federal funding pools like Title 1 offer great promise for companies that sell to schools. But education marketing staff and sales managers need to beware of pitfalls and know the best strategies to take advantage of the opportunity. Here is timely advice from the leading expert on federal programs and funding sources.
What new funding ideas could school sales managers and education marketing staff consider when faced with a severe K-12 budget shortfall? Here’s a timely interview with Bob Heimbrock, VP at PNC Finance, a technology product financing expert who has experience and understanding of how to sell the solution to school administrators.
Imagine being able to predict which school districts are most likely to purchase your products. For years, educational technology companies have used government data to help target their education marketing plans. But a study from Grunwald Associates a few years ago reveals district characteristics that make it easier to hit the bull's eye.
