Mark Johnson

Product knowledge and industry knowledge is essential when presenting value.  

Value is the perceived worth as viewed by a prospecive student.   

Care and be curious.   Don't hesitate to ask the next question and a follow up question to a prospective student.   Write down or remember their thought process as it lends to the crediblity showing that you are paying attention and aids to the building of the value propositon for each individual student.  

Good ideas.