It is interesting to consider that challenges show that a student is considering their commitment as a real posibility. It is an opportunity rather than the student declining the option.
As many have noted, often times your school may not be the best fit for a particular's student's needs/circumstances. Following your student discussion all the way to that conclusion and giving them your full attention is beneficial because the student's circumstances may change in the future and because of the value you presented, they may refer friends/family who are better fits for your school.
Addressing challenges does not always need to be seen as a negative. When a student presents a challenge it expresses that the student is engaged and actively processing the information presented to them in hopes to understand. This gives the school institution rep an opportunity to clarify and to also be sure to incorporate "the good stuff".
An Admissions Representative should always want Challenges as the more obstactles that are overcome up front makes for a stronger prospective student
- 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.
Just listening carefully to our students
My school is not always going to be the perfect fit for every prospect based on location, price, classes offered or schedule. I always encourage my prospects to go on several tours before making a decision.
I acknowledge that at itmes that my school may not be the right fit for a candidate, I always encourge the candidate to find the irght fit; afterall we are in the educaton business.
Great stuff! I agree that sometimes a good strategy is to "set them free." If you push too hard sometimes, it could give off the wrong vibes and result in buyer's remorse.
There was a good breakdown for approaching challanges - I've used LAARC before but really like the Clarify/Acknowledge/Address/Confirm system for challenge specific approach.
