Handling Obstacles and No-Shows | Origin: AD106
This is a general discussion forum for the following learning topic:
Powerful Telephone Techniques --> Handling Obstacles and No-Shows
Post what you've learned about this topic and how you intend to apply it. Feel free to post questions and comments too.
Emotional intelligence and using the structure of outweighing, weakening, and clarifying to overcome student's obstacles will be beneficial in easing their concerns and helping them see that there is always a solution to the things they deem a big deal or a problem getting into school. Also using the three F's: Feel, Felt, Found, can be beneficial when giving a prospective student perspective in their decision making process of the buying cycle.
I will do more of repeating their concern back before I react with my answer on how to overcome that particular obstacle.
I learned not to set appointments too far out.
I learned more about the buying cycle and how to better overcome obstacles.
It is important to discover obstacles in the start so nothing stops the close.
I learned how important it is to identify and address obstacles early to prevent no-shows. Understanding concerns, asking the right questions, and confirming details can make a big difference in follow-through. I plan to apply this by listening carefully, addressing objections with empathy, and clearly confirming next steps to increase commitment and reduce no-shows.
I have learned that being consisting when addressing obstacles is really important because "you can never lose a student until you decide to give up."
For no-shows, it's always important to follow-up promptly and understand why the student didn't show up. Rescheduling is usually the next step, and you need to maintain a positive tone while gaining the commitment that they will show the next time. You want to keep the relationship intact and reinforce their WHY so that they continue moving forward in the process.
I really liked the 3 F's concept, I think it can very helpful to better connect with the students.
The 3 ways to overcome an obstacle: outweigh, clarify, weaken
Not setup appointments to far out, send reminders or calendar invitations.
Being a more effective listener and showing empathy rather than talking & jumping to conclusions. I need to work more with listening then talking sometimes!
It is imperative to use the feel, felt, found method when overcoming objections with a students.
The 3 F's Feel, Felt and Found techniques and examples were helpful.
I loved the example of the different student objections
It is best to not set appointment too far out and make sure you send reminders and follow up - this ensures better show rate.
being persistent and listening to the students concerns will really go a long way.
I learned that you can never lose a student until you decide to quit!
