Hello William. Well, I certainly can see you are passionate about the advantages of attending college! That’s wonderful! The approach you suggest is one that may work for a few students however it runs of the risk of insulting others. A key point to remember is people make decisions for what they truly believe is best for them. They have good intentions and if we fail to recognize that they’re doing the best they can, then we run the risk of pushing them away and doing damage. Given this, how might we preserve rapport while helping them see there are other options out there?
I think that all four play a very important role in the admissions process but possibly people skills is the most important because the connection you have with you perspective student helps them feel safe to let down their guard. These guards are usually walls they have put up because of past bad experiences. In letting these guards or walls down they can then explore their options within your campus and feel safe to ask questions and seek what it is they want to achieve, hence allowing you to move on to use the other elements.
I think that all four elements are equally important. People skills and Attitude are the first important because that is when you begin to build a relationship with the prospect and make them feel comfortable in sharing their thoughts and concerns with you. A student can sense ones attitude by our gestures and body language. Having product knowledge and sales skills are also important becuase it allows the student to trust your expertise and help them with making the best most informed decision.
People skills are critical to students because it shows you care
I think that people skills are the most important element of success because part of people skills is showing a genuine interest in the welfare of the prospect and imparting a true sincerity that they can feel. This of course can be done by the asking of questions, the calming of fears, and showing the prospect a clear pathway to reach their goals. All of this is expressed by showing the product knowledge and how it would perhaps meet and even exceeds their goals. Sales skills is knowing how to present all of this in an unsales like manner. If you, as an admission representative, are truely doing this for the benefit of the prospect your gracious and helpful attitude will show through.
In my experience, I am convinced that techniques of sales skills and people skills are most critical. Sales is all about talking to students, informing them and getting them to understand what you are trying to communicate.
I believe that all four elements are equally critical working in admissions. Having people skills puts the student at ease and that’s where they can gain your trust. Product knowledge is vital because it gives the student the opportunity to make a sound decision. A positive or negative attitude can be sensed by the student in front of you. A postitve attutude goes a long way. If the admissions rep covered everything then the sales process should be simple in the end.
Although I believe that a successful enrollment requires all four elements, listening to the prospect is the #1 skill. I've always gone by the motto: "They don't care WHAT you know, until they know that you CARE."
If you are unable to repeat back what the student's needs and/or wants are, you cannot say that you are truly helping the student with the right decision.
I might remind them that "the definition of insanity is doing the same thing over and over again and expecting a different result and what youre currently doing isnt working, which is why youre here, so if looking ten years down the road youre ok with being where you are now, then be my guest and walk out the door"
You're right, William, people skills are critical in helping you to connect with your prospective students in a more meaningful way. When you use an ethical enrollment process, you are helping your student to make their own best decision regarding their options. If your student decides that not enrolling in school is the best option for them at the time, how might you utilize your sales skills to help them?
People skills and sales skills are most critical because you need to be able to connect with prospective students on a personal level. Once youve done that you can lead them towards enrolling through what your sales skills...
