Challenges show that the prospect is listening to you, and is trying in their head to make things work. A challenge can be a blessing; it can be discussed and worked through.
Not all prospects student know exactly what they want. I think the officer must be prepared to attend and with his presentation be able to help define himself
Challenges are not rejection but opportunity for you and the student to thing through issues and ensure your school is the right fit.
Challenges are good, they let me know the student is critically thinking. Sometimes, those challenges are too severe to overcome as an admissions professional (family financial situation, academic hardship, etc.). It is not an indictment of your job performance.
I really enjoyed learning different ways and techniques for addressing challenging moments. Rather than just learning ways to address them, but also helpful ways to prevent them. When you are speaking with students or prospective students, it can be helpful to properly communicate with them for the purpose of clarifying their questions, but offering never before heard information on our academy. When that still leads to challenges, then there are a multitude of ways to help face them.
Comment on Jason Chapman's post: Acknowledging and asking Key Question does help in so many ways, not only this can overcome objections it allows you to understand the prospective needs
Allows you to tackle all hidden objections
I love that we have the opportunity to think outside the box when challenges are presented. First, we have to recognize so that we know what to address. Once we know, reflect back to what is important to the prospective student, then summarize what you have heard and begin to address it. Reiterate the important values, allow them to think, and circle back shortly on what their thoughts are. Convey with confidence that these are the details we have discussed and see if they are ready to commit. Remember, if the end result is they believe it may not be a good fit - let them go and you never know when they may come back around because sometimes it ends up being timing.
-DeeAnna
Accept the challenge and make sure you are giving the full value of your institution. If a prospective student feels the institution is not a good fit, this is normal and rethink if you gave the prospective student the full value of the institution before they leave.
It's comforting to know that even if a student is initially uninterested; I can still keep the relationship open and check back in.
It's interesting to consider that challenges are a gift, since it shows that the prospective student is actively thinking about pros and cons.
It can be challenging to have the right amount of push and pull when it comes to keeping the prospective student interested and wanting to learn more.
In coming to a solution for a student's chanllange you want to make sure the student feels they made the decision not you.
Honesty, empathy, and customization lead to trust and mutual respect between the rep and the prospective student.
Challenges are a different way to express the value of the school.
It is imperative to understand confidently the key points of your university. I alwys say that it is different to memorize something and to truly know it - once you truly know it you have the abiltiy to advocate. This is important in illuimnating the path the student will take.
It is best to embrace the challenges. We must be honest, empathetic and be able to customize solutions based on students situations or needs. Improving students resourcefulness is crucial to the succes of ethical enrollment process because it is all about them determining their best path.
Not everyone will be a right fit for your institution so be ready to give space and time for those who do not see value to see it or move on in making their life decisions.
I never thought how when students challenge us, it's a good thing
Listening to the prospect is very important, and help them decide how to address their challanges and assist them by allowing them more resourcefulness in creating options for them, they are many shools they could attend, I belive by giving them great servcice and a tour, also give them their space.
