<p>It's all about immersing prospect into the student experience and "painting the picture" of how&nbsp;our STUDENTS' LIVES&nbsp;change when they commit to starting and finishing training. It's got to be effortless...you're just having a conversation. ..but allowing the prospect to see all of the features and benefits that OUR STUDENTS take advantage of. It's important to use the term, "OUR STUDENTS" rather than saying "YOU". And ask the question, "Can you see how this type of learning environment can benefit our students?" Then ALWAYS follow-up wth HOWs and WHYs.</p>