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No Fluff Sales: An Interview With Nicola Lutz

Writer's picture: Sona Lisa BoseSona Lisa Bose

Updated: Mar 20, 2024


Welcome to the first ever episode of IntELEcast: The podcast that takes you inside the world of English Language Education.



This episode features the brilliant Nicola Lutz, author of the bestselling book "Spend Less, Sell More."


Nicola has years of experience in sales training and coaching, especially for the education sector. She shared her insights on how to sell effectively without being "pushy."


Here are some key takeaways from our conversation:


  • Don't be afraid of "sales". Teachers are essentially salespeople too - they need to encourage students to enrol and stay engaged. Approach it as caring for the student's development rather than just pushing products.

  • Lead with the student's needs first before presenting options. Understand their goals and worries so you can offer relevant solutions.

  • Hand off final "closing" conversations to sales specialists if needed. Teachers can identify opportunities and prime students to buy, while leaving the details to someone else.

  • Automation tools can help scale your outreach efforts but shouldn't replace personal touch. Small personalisations make a big difference.

  • If appropriate, use humour and excitement in your messaging. Nicola shared how a funny meme she received after purchasing mascara made her more enthusiastic about the product.

  • Follow up frequently and consistently. Nicola emphasised this as a key technique for increasing enrolments and revenue and is something often missed by many English Language Schools.

If you'd like to get in touch with Nicola, just click here and to buy her book, click here and the Kindle version is here.



Note: This blogpost was written with the help of Otter.ai - although a nice human did edit it as well :)

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