I appreciate what was discussed about being presistent and using the phrase, "I missed you at 2pm " I also learned to not ask " do you still want something... This was insightful.
Handling no-shows is kind of a hard blow for me. This makes me feel that I am not doing my job as well as I can.
Objections should never be feared. outweight, clarify and weaken objections. Be persistent and always resell.
Very effective topic in getting to the point of understanding and managing the buying cycle, understanding and overcoming the sales objectives. It will be very useful in my practice, particularly in how to handle the no-shows
Objections are good. It means the person has interest an may simply need some more clarity and motivation. Be persistent.
I like F3 to conect: Feel, Felt, Found. Persistence.
My biggest take away in all this is that we need to have a greater self awareness ourselves so we can "read" our students properly. Acting accordingly will come in practice.
I like the "feel, felt, found" approach. I had not heard that in a long time
Isolating and overcoming objections is a skill that you must aquire by listening and being aware of the students needs. Being prepared and practice always helps you become more skilled. Create a "power hour" dedicated to reaching out to students daily.
Overcoming objections is probably the most important thing an admissions professional can learn and perfect to help increase conversion rates as well as addressing all the student concerns. In the conversation activities at our institution the appointment set rates and show rates are the two we constantly discuss and focus our training efforts.
Feel, felt, and found so important.
Handling rejections and objections are pretty overwhelming for me, this helped put it in perspective
I found the section that uncovered the underlying objections to be quite helpful. The principle that "objections indicate caring" creates open windows of opportunity rather than feeling as if it shuts down the conversation.
