Objection - Feel, Felt, Found
1. Identify a common objection
2. Give example of how to overcome objection with a feel, felt, found statement
I'm worried about being able to do the work........it sounds really hard.
I understand that you might feel a little overwhelmed by the nature of the course and what you'll be learning...in fact many high school seniors that i've met with have said the same thing and then realized once they started they were so interested in learning all the animal nursing skills that they worried for nothing.....it was do-able....that their love for animals far outweighed their fears and worries of the course content.
I get this one a lot:
I haven't been in school for quite a while. I'm afraid I won't remember how to study, etc.
"I understand you feeling that way. We have many students on campus who also felt that way. What they found is with our one-on-one tutoring, small class sizes so they get individual attention, and caring instructors who are willing to help you along the way, they adjust to school life very quickly. I have confidence in talking with you that you will too."
Fear, is usually an objection and a concern. I can simply overcome the objection, by mentioning that it is normal to have concerns about going to school. That several of my students were also concerned or apprehensive about starting College last term and now they have called me after they enrolled and tell me how great it it and how much better they feel now.
Chris, great job on using the "Feel, Felt, Found" technique.
Dr. Jean Norris
what happens if I fail my exam?
I can understand the anxiety a student has when going back to further thier education. In fact there have been previous question pertaining to this matter and its very normal to fell that way, however i can assure you that at our school you have options for 1 0n 1 training if needed and there are always alternatives in the case you are not successful in your first attempt.
Connie, great example here. It sounds like you've done this before. This is a pretty common fear that potential students face and so by using this method you are: listening to them, reassuring them, and providing some guidance to ease their concern. Great job.
Dr. Jean Norris
I am nervous about passing the entrance test.
I can understand how taking a test to get into the program would make you feel anxious.
Most people that I meet with are apprehensive about taking an entrance test.
The study guide that we provide you, however, is very similar to the actual test and includes an answer key to test yourself.
The book issue is a frequent concern. They assume financial aid will cover it directly or it is "included" in the tuition price.
Elizabeth, thanks for sharing. Does this objection occur frequently? It sounds like you use this technique as well as give the student options so that they can make the best decision for themselves. Great job!
Shannon Gormley
Deanna, thanks for sharing a way to use this technique without using the words "feel, felt." How has this technique been helpful when working with your students?
Shannon Gormley
Sharon, thank you for your input. It is great that you use this technique and also giving options to help in this particular situation. What have been some of the students responses when you use this method?
Shannon Gormley
Nanette,
Thank you so much for sharing. By using this method, you are helping this particular student feel comfortable while also personalizing your response to them. You are also building them up and encouraging them. What a great way to use this method.
Shannon Gormley
Joshua, great job! I like that you identified the underlying issue. It is important to make sure that you know what the student is really saying in order to respond correctly to their concern. Using this method lets the student know that they are not alone and that can be comforting.
Devin, this is a great example of using the method without using the words "feel, felt, found." The best way to use this method is to personalize it to the student. Have you found any other method that works?
Heather, great response. Yes, the "feel, felt, found" method can certainly help ease a student and let them know that they are not alone. Have you used any other methods to help ease students' concerns?
Here's an example that may be useful:
Objection = "I don't want to go to a school with a lot of young kids."
Rep = "With your years experience, I can understand why you might feel that way." "In fact, many of our adult students coming back to school have felt very similar to how you feel." "Let me tell you what those students found when they started their evening program, that many students were carrying loads just like them; work, family, and school. And it has helped them connect with one another much faster."
When a prospect indicates that they haven't been in school in such a long time, they are afraid they will fail.
I understand the concern over returning to an academic environment after so many years. Many of our Adult students share that concern and what is encouraging is that once they get established in that first class and begin to move through the courses in their cohort, they realize that they bring so much experience to the discussions and many of the students share common fears, responsibilities and goals. The adult learning model is ideal for an individual such as yourself because it will enable you to bring your strengths to the cohort and learn from the other students and more importantly the instructor who is active in the field of interest. This learning model is established for your success.
Objection: I have no money for books. The last school I attended provided them for me. Why doesn't your school offer a voucher at least?
Answer: Many of my students feel the anxiety of cash flow issues starting out. But here at CCU we are even more concerned that we enable you to be the best steward of your financial aid that you can be. Therefore, we provide you with ability to choose. You are free to use our bookstore or shop around to get the best price. You are free to buy, rent, or borrow.
Most students have found that they can get access to enough money for that first block's class. They then reimburse themselves with financial aid refunds, and set up a revolving book money account for future needs.
Objection:I do not have a job and I can't afford school unless I receive Pell Grants.
(Feel)I understand not having a job and how it seems difficult to make ends meet, (Felt)but once you apply for financial aid and begin to see how it will help cover school expenses the mountian will not seem as steep and a degree will open up opportunity & make you more qualified for a better job.
