I appreciate that the close of sale is a process that still requires listening and understanding. You must REPEAT what the student has expressed, addressed deficits, what they're looking to accomplish, so they feel heard, REITERATE the benefits, CHECK-IN with them, see how they're feeling, LISTEN and if all aligns well then you ask for an enrollment. Sometimes we can rush this process, but it still needs to be massaged to make sure you have a student that's ready to commit. 

Two points I like reading about: Students leave school because they don't feel school cared about them and even when you're on the phone with a prospective student, use your body language.

When a student voices concern, it is important to be honest, display empathy and customize. 

Confidence is key in presenting value. It is also important to speak to the support team/decision-makers that the prospective student may have with them, so they also understand the value. 

A couple of things stood out to me: 
Value = Benefit - Effort - Risk - Price

And, prospective students are not looking for your school, education value mean different things to each prospective student and admissions professionals are responsible for presenting to value to a student. 

It is effective when you are aware that every team member has a different role and you'll be successful when allowing each to act in their role accordingly. 

It is key when collaborating with others to be open minded and allow others to do so as well. 

I've learned that in order to have effective communication, understand the best way to communicate with a specific generation.

Understanding the different generations can really help in teaching each other and communicating with one another. 

Challenging to put yourself in one space or the other. I feel like I work to master them both.