Handling Objections and No Shows | Origin: AD106
This is a general discussion forum for the following learning topic:
Powerful Telephone Techniques --> Handling Objections and No Shows
Post what you've learned about this topic and how you intend to apply it. Feel free to post questions and comments too.
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.
The feel, felt and found technique is very useful!
Call a no show about 15 min after the appointment time. Great advice ive always wondered how to handle no shows.
feel, felt, found...back to basics!
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.
I like F3 to conect: Feel, Felt, Found. Persistence.
My biggest take away in all this is that we need to have a greater self awareness ourselves so we can "read" our students properly. Acting accordingly will come in practice.
I like the "feel, felt, found" approach. I had not heard that in a long time
Isolating and overcoming objections is a skill that you must aquire by listening and being aware of the students needs. Being prepared and practice always helps you become more skilled. Create a "power hour" dedicated to reaching out to students daily.
Overcoming objections is probably the most important thing an admissions professional can learn and perfect to help increase conversion rates as well as addressing all the student concerns. In the conversation activities at our institution the appointment set rates and show rates are the two we constantly discuss and focus our training efforts.
Feel, felt, and found so important.
Handling rejections and objections are pretty overwhelming for me, this helped put it in perspective
