I need to probe more to over come obstacles instead of having the student make his or her own decision. I always felt if the student feel in control they wouldn't think any one talked them into enrolling. People do not want to be sold and I did not want them to feel like I sold them a learning package. I wanted them to feel I helped them more towards their goals.
Great observation, Jeremy. At times it can be easy to give a lot of information about your school, which might overwhelm your student. Tailoring the information you give to what the student has indicated as important is essential when giving information and continuiing to demonstrate your credibility.
The tools that you can use are to give them options, but not too many options because it will be too much for them to handle. By using feel, felt, found it can also help them understand that you have dealt with this obstacle before and can overcome it with no problem.
Feel, Felt Found. Finding out their schedule up front. Giving two appointment times to choose from. Breaking down their visit, so they will know exactly what's going to happen once they arrive on Campus.
It appears in this case that you already had the knowledge but will now apply it in a different venue (the phone). Let us know how it goes, Martin.
I have used the Feel. Felt, Found technique in the past but usually only during the interview. I have never used it during the phone call. I look forward to applying this technique to the phone conversation.
I usually try to find out what other colleges the student is considering so I am aware of the cost they are looking to spend and I am prepared to answer their questions. However, in most cases a student is comparing all costs to their local community college.
This is so true, Avery. It certainly is important to understand the true obstacle/concern and acknowledge the student's perspective. How do you think the "techniques" of overcoming obstacles may change given how prospective students have changed over time (i.e. don't trust as much)?
In my option to overcome obstacles you first need to probe to understand the obstacle/concern. Then you use the skill steps to overcome that particular concern. You should always acknowledge the students point of view. Using the Feel, felt, found process.
Giving dates and times prior so i am more in control of the scheduling.
