Overcoming obstacles and dealing with no-shows are both so important. Using the techniques provided will be helpful.
Knowing that all conversations may at end in a enrollment
The Feel, felt and found was very useful
handling no show is difficult. Even though its a 50/50 chance i don't like to call 15 min after. I like to send a text reminder than call 10 min before so see if they are on their way
It is very normal for Admissions to encounter various situations that challenges their ability to close a deal - or make a student enroll in their institution. One must learn how to be adaptive to understand what best practices should be applied to overcome these obstacles.
I found the advice of how to handle no shows very relavent and helped me come up with some things I can do to help.
The 3 F’s method is a way to respond to people’s objections using three statements:
· in the first, you empathize with the person’s feeling;
· in the second, you normalize it by stating how others have felt the same way;
· and in the third you neutralize it by pointing out the positive results of others in their situation. Be sure to tie your institution’s benefits to your “feel, felt, found” statements.
Don't assume with prospective students. Call 10-15min after the appointment time to see if you can assist. Resell the appointment and book a new time for them to come in.
The three F's help you overcome objections and relate to the student
This will definitely happen at some point. Ask yourself why, restate selling points, and make it convenient for them to reset appointment.
I learned that persistency is a big part of overcoming objections. Describe the feeling, normalize and neutralize is the biggest take away I got from this video. Empathy has a lot to do with closing the apppointment.
Feel, Felt, Found develops the ultimate rapport.
I learned techniques how to overcome objections and how to be successful in enrolling a student. Also how to reschedule a "no show" student.
I really like the feel, felt, found statements and I can see how this can very easily help alleviate concerns for parents and students. Also, I completely agree that social intelligence outweighs IQ- we have often been in situations where the most socially in tuned person doesn’t' necessary have the highest degree, more prestigious job or necessarily book smart.
I now know to always make sure I use the three key words, feel, felt and found when showing empathy towards the students concerns.
The feel, felt and found technique is very useful!
Call a no show about 15 min after the appointment time. Great advice ive always wondered how to handle no shows.
feel, felt, found...back to basics!
This was a great module on Emotional Intelligence and how to use effictively to overcome objections.
