Erica Gehring
Session 1:
Influencing
· Understanding Xavier’s Competitive Advantages
· Making Xavier shine for this prospective student
· Asking leading questions
· Getting to objections before they do
Session 2:
Overcoming Objections
· Direct vs. Indirect objections (for example, money vs. “I have to talk to…”)
· Answering with clarifying questions
· Active Listening
· Feel-Felt-Found Technique
· Trial Closing
Session 3:
Checking in
· Open dialogue about how recent admission events went in general
· Were the objections we prepared for things they heard? Did they feel confident answering questions.
Follow-up
· Frequency of follow-up
o You are being helpful, not nagging
· Meaningful follow-up that’s not “just checking in”
· Creative Connection – differing the ways we touch base with prospective students
Session 4:
Closing
· Persuasion for action
· ROI-focused answers
· Storytelling for empathy (this student who was like you…)
· Tactics for better closing