Get Your Students Hired
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.
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.
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.
Call a no show about 15 min after the appointment time. Great advice ive always wondered how to handle no shows.
This was a great module on Emotional Intelligence and how to use effictively to overcome objections.
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.