red flags
after explaining all the important information the the students still not convinced, what will be the right question to uncovered the person needs and wants?
Any time you can customize your approach and provide information specific to their wants and needs you have the opportunity to increase your credibility. I think you're right Priscilla, providing the history of your school could help to ease some of their fears. What else can you do to build trust?
Dr. Jean Norris
Most of the times students might not be convinced on the information you provided. But understanding a person's drive and compassion to go to school. Will be a good reason to introduce the motive and history of your school.
Sometimes being direct is the best approach and like you mention, with understanding and compassion. The decision to attend school can be challenging for some prospective students and when we can partner with them in the process it can take some of the fears out of the equation. How has the use of the feel/felt statements worked for you?
This is a very difficult area for me. I feel it's where I lose control of how the conversation is going to go. I liked in the Module example where the Rep just came out and asked about the hesitation to commit to an appointment.
I think just remembering that they are just a person and be real with them. Have understanding and compassion. Use "I feel/felt" statements.
I have a bit of an advantage that my internships in the business program turned into my job where I was attending school, so I do have the understanding of a perspective student.
Yamileth,
If only there was one magical question that allowed us to find out everything we need to uncover the needs and wants of our students, but there really isn't. The process actually begins with building rapport and helping our students to feel comfortable sharing their experiences and even their feelings with us. If you haven't already taken 'AD105 Communication Essentials' and 'AD107 Connecting with Today's Student' to learn more about the process of building rapport with today's student.
Dr. Jean Norris
