Tone of voice is important, and I agree a good technique to keep a prospect engaged is to use their name alot while speaking to them.

• Asking additional questions
• Acknowledging and addressing challenges
• Exploring options
• Summarizing what you've heard

"Set them free" provides a great take away and sometimes helps them to see the value for themselves without being a pushy salesperson.

Finding out the value specific to the prospective by asking questions about what they are looking for in school is important.

Then you can highlight the specifics of what tthe school has to offer which meets their needs and fulfills their value perspective.

It is important to ask questions of the student to find out what they personally hold valuable in making their decision and then applying the factors of what we offer as school to met their value needs.