J. Wendell and Scott Thompson
This book is designed to be a quick read for any admissions officer in proprietary education, or anyone interested in becoming one. It maps out the admissions process, from A to Z and provides a great map for success. These tools have been used to train many Admissions officers in the past. The results:
New AOs become good!
Good AOs become great!
Great AOs get promoted! It can do the same for you!
Mr. Wendell has over 14 years of successful sales experience, 7 of which in education. He has worked for several large proprietary colleges with great success in various admissions capacities, ranging from admissions officer to director. He has trained many people, and have brought them much success. These skills are now being passed to you.
An
area where most AOs struggle is overcoming objections.
Let’s
talk about what an objective really is.
Typically it’s fear materializing in another form.
When someone gives you one, it’s important
to put yourself back into
friend mode.
Remember, your student may be entering unfamiliar
ground.
It’s typical to be nervous
about the unknown.
That typically
dissipates after their first day of class.
The top objections that you will have to overcome are related to cost
and lack of time.
This is where that
relationship that you built will come in handy.
Remember, the more you know about your student, the easier it
will be to overcome their objection.
This is how:
1. Listen
to the objection: Let them talk, and
listen with the intent to understand.
2. Find a solution:
Think win-win. If it’s an
excuse, this will be easy to get resolution.
If it’s a valid reason, there may still be a solution. It’s important to remind them of their
initial motivations and give them a solution.
