Sales Call Strategies

• Primary reason for silence at the start of a call is to actively listen and note keywords to guide the conversation.
• Address student concerns about conflicting advice by acknowledging its validity and providing a counter-perspective.
• Asking about a student's next steps helps them take ownership of their decision and guides them toward future actions.
• Knowing the steps involved in the sales process helps to guide the student through the application process and avoid confusion.
• Red color coding for universities signifies that they are fully booked for the current year.
• When struggling with nervousness, the most important thing to do is practice with peers to build comfort.
• Avoid using the phrase "Can you tell me if you have any other questions?"
• Start an introduction during a call by going directly to the core of the conversation without asking about their well-being.
• 3CX app advantages for tele-sales calls includes making calls without using personal phone number, real-time transcripts, and call recording storage directly in the student's profile.
• If a student has spoken to other agencies, inquire about their other options and show how the service differs.
• It's important to understand terms like "triple science" and "IGCSE" to understand the student’s educational background and offer relevant advice.
• If a student doesn’t want to take exams upon returning to the UK, direct them to universities that don’t require them and understand their concerns.
• Understanding cultural backgrounds, like whether a student is Muslim or Christian, helps tailor services to the student's and community’s needs.
• When discussing agencies with potential clients, explore which services the client has already considered and clarify what they need from the agency.
• A key differentiator is full post-application support.
• Students choose it over other competitors because the service is fully supported from start to finish.
• When it comes to competition highlight the unique post-application service that is provided.
• The fee for applying to a second university option on top of the first is £500.
• An important feature to consider in Bulgaria and Latvia is the ease of traveling back to the UK.
• When a client asks the same question more than once, answer again and rephrase for clarity and ask for further clarification.
• Transition smoothly between questions to avoid a disjointed conversation and client confusion.
• When handling a client uncertain about studying abroad, acknowledge their concerns, focus on the benefits, and ask open-ended questions.
• It is important to ask about A-levels to understand the student's academic standing in order to ensure they meet requirements.

What to Avoid

• Avoid presenting all available services upfront, including pick-up services.

• A 6-year program in Bulgaria includes a foundation year, unlike the UK’s 5-year program.

• Bulgarian dental schools are a "sweet spot" because of lower tuition fees and living costs.

• "Near automatic recognition" means students don’t need a licensing exam when returning to the UK after studying dentistry in the EU.

• Mentioning the student's name personalizes and engages them.

• Nigerian students who have completed basic sciences must start from the first year in Europe because their previous education was considered premed.

• The playbook should be used as a reference, not read verbatim.

• For a 15-year-old unable to attend medical school immediately, advise them on subjects to focus on in graduation exams and plan for a later application.

• Drive the conversation through questions that qualify the lead and guide the discussion.

• Gather the student’s academic history and aspirations early in the conversation.

• If a student is unsure about study location, focus on understanding their needs, academic background, and reasons for studying abroad.

• If you forget the next question, use the information the student has provided to guide the next question.

• Ask about the student’s budget at any point during the conversation and when it flows naturally.

• Enquire about practice plans and where they want to work after establishing the student's academic background but before presenting the offer.

• Offer three options to guide the student’s decision-making by offering a range that suits their needs and budget.

• Introduce a university's location and cultural diversity build rapport by discussing the student’s cultural background and showing understanding of their needs.

• Ask a student how they feel about options to gather emotional concerns and make sure their needs are met.

• When discussing entrance exams, say that the representative will provide materials to help students prepare.

• Government universities in Italy require the IMAT, while private ones like Humanitas use their own exam.

• Medlink avoids selling Georgia to West African students due to difficult visa processes and frequent refusals.

• Private universities in Italy like Humanitas hold their own exams in February or March.

• Recommend Hungary to students without science subjects or math in their A-levels.

• If a student wants clinical rotations in Nigeria, they must obtain hospital approval, and the university will set up a partnership.

• A key requirement for admission to Trakia University in Bulgaria is an entrance exam in chemistry and biology.

• It is a mistake to mix up university application deadlines and class start dates because students might miss important deadlines.

• Clarify the difference between an application fee and an agency fee because students may get confused.

• It is a mistake to tell a student admission is "guaranteed" because some universities have entrance exams or interviews.

• The tuition fee for Medicine is €15,100 per year at Medical University of Bialystok.

• The University of Novi Sad offers a Dentistry program in Serbia.

• The duration of the Medicine program is 6 years at Comenius University in Bratislava.

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• Poznan University of Medical Sciences is located in Poland.

• Mandatory subjects for admission to Riga Stradins University are Biology & Chemistry.

• For medicine, Plovdiv Medical University in Bulgaria has a tuition fee of €9,000 per year.

• University of Nicosia Medical School in Cyprus offers an English-taught Medicine program.

• Palacky University in Czech Republic offers Medicine and Dentistry with an entrance exam.

• Tuition fee for Dentistry is €13,500 at Pavol Jozef Šafárik University in Slovakia.

• Petre Shotadze Tbilisi Medical Academy in Georgia has a medicine tuition fee of $7,000 per year.

• Riga Stradins University requires an interview as part of admission.

• University of Targu Mures Medical Campus Hamburg in Germany offers Medicine in English.

• Poland & Hungary have the most universities offering English-taught Medicine.

• Comenius University requires that students have 3 A-levels including Biology and Chemistry.

• The application deadline of Medical University of Silesia for transfer students is July 15th.

• Charles University First Faculty of Medicine has the highest tuition fee for Medicine in Czech Republic.

• Titu Maiorescu University accepts students based only on high school grades in Romania.

• The first-year tuition fee is €14,600 for Dentistry at Medical University of Lodz in Poland.

• Medical University of Warsaw is ranked as a Top Priority in Tier 1 - 4.

• University of Belgrade has an earlier start date for their academic year than the University of Pecs, in the year 2024.

• Medical University of Warsaw starts later for the 2024 Medicine program in October than when the University of Novi Sad starts in their program.

• The University of Targu Mures begins its academic year for first-year students earlier in 2024 than the University of Belgrade.

• The University of Novi Sad has a longer semester duration compared to the University of Split, when both have classes beginning on 1st October 2023.

• The academic year for Medicine begins on 24th September 2024 at the University of Pecs.

• The University of Belgrade begins its academic year for Veterinary Medicine on 1st October 2023.

• University of Belgrade begins its academic year for transfer students on 2nd October 2023.

• Medical University of Warsaw has the last day of classes in December 2024 for first-year students.

• University of Split has a later start date for Medicine in October 2024 than the University of Zagreb.

• For first-year students, the academic year at the University of Targu Mures begins on 9th September 2024.

• For transfer students, the University of Belgrade academic year begins on 1st October 2023.

• Humanitas University has no age limit for applicants but requires students under 18 to have a legal guardian in Italy.

• The Medical University of Silesia is in the process of collecting information about recognition from WFME and listed in WDOMS.

• The University of Novi Sad (Faculty of Medicine and Dentistry) in Serbia accepts applicants under 18, provided they have finished high school and are listed in WDOMS.

• Plovdiv Medical University accrediated by NEAA.

• Semmelweis University of Medicine has its accreditation valid until 2032 and is recognized by WFME for its Medical Program.

• Poznan University of Medical Sciences is accredited in new york and california.

• Jessenius Faculty of Medicine in Martin (Slovakia) allow students to access USME courses.

• Nicolaus Copernicus University is accredited in Jordan but not by WFME.

• The medical school in Catholic University of the Sacred Heart (Rome campus)is currently applying for WFME recognition.

• Ostrava University listed in WDOMS, but not yet accredited by WFME.

• Online application submission possible at Poznan University of Medical Sciences.

• A personal statement is needed at: Ross University School of Medicine, European University Tbilisi.

• The University of Health Sciences School of Medicine in Antigua & Barbuda and Petre Shotadze Tbilisi Medical Academy offer a pre-medical foundation year.

• Separate applications are needed for students from the UK when applying at Petre Shotadze Tbilisi Medical Academy.

• University with partnerships with hospitals for clinical training:. Petre Shotadze Tbilisi Medical Academy

• Physical Documents must be submitted by a fixed deadline at Poznan University of Medical Sciences, Petre Shotadze Academy

• European University Tbilisi provides 6-year programs and starts clinical rotatation in the 3rd year.

• In Europe, Ross University School of Medicine offers clinical placements in hospitals.

• The earliest deadline to scan and submitt documents is Poznan and Petre.

• Poznan University of Medical Sciences offers online and in-person exam.

• The University of Targu Mures Medical Campus Hamburg Medicine is only taught in English.