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.
