1, introduce yourself
-Cut to the chase
Speech: Hello, I am the admissions officer of * * * education and training institutions.
2. Establish a relaxed and friendly relationship.
Speech: start the topic with concern, how is your work now, are you busy, and so on.
3. Tell me what you want
Have you ever heard of the adult college entrance examination?
Step 4 arrange seats
Never stand, you should arrange a seat for yourself, usually on the right side of the customer, which is more convenient and telepathic.
How to solve students' objections?
Give the definition of rejection: rejection is an instinctive behavior of human beings and a natural response to promoters. When students raise objections, it is the best time for us to make a deal.
Listen
Listen carefully to the students' objections.
Student: Don't waste time. I'm not interested in the adult college entrance examination.
(2) Respect and understanding
Respect and sympathy
2) summarize objections
Words:-Admissions teacher: I can understand your thoughts. To be honest, many students have your ideas before signing up, but choosing our adult college entrance examination is not a matter of interest, but a question of whether there is a demand in this area.
(3) clarify the facts
1) Clarify the objection
2) Processing answers
Speech:-Admissions Teacher: Are there any other questions besides this?
-Student: No more.
-Admissions teacher: I understand your idea very well.
(4) Put forward a plan
1) suggested scheme
2) make an appointment
Speech:-Admissions Teacher: I just want to take a moment to introduce our academic qualifications to you. After listening, I think you can sign up if you need it. It doesn't matter if you don't want to see it.
(5) Request for Action
1) Demand skills
2) Action
Speech: Do you think it's ok?
Specific steps:
listen to
Yes, you're right. It has happened before ... but you know what? What happened to us?
-What should we do around here?
-Solutions. Is there a problem?
-Trust me! Our adult college entrance examination is definitely a formal education in Xue Xin. Com can find it!
Step 5 promote
(1) transaction signal
1) Take the initiative to ask questions, "price" and other information;
2) Look at the people around you
3) Bargaining
4) Holding the adult college entrance examination paper, I have been reading and thinking silently.
5) When objections are reduced.
6) Appreciate the professionalism of the students.
(2) How to promote it
1) immediate action method to help students decide.
Speech: reporting now will be very troublesome in the future.
2) Crisis Law
Speech: No academic qualifications will affect our future job promotion!
3) Interest-driven method
Remarks: Is it the most favorable or positive now?
4) Challenging methods
Speech: You see, this application form was filled out from other places. You are an open-minded person and should accept new things, so you should not lag behind others.
5) Commitment method
Speech: believe me, there is nothing wrong. It is absolutely important to have a degree. It will help you.
6) introduction, through classmates, friends and surrounding relationships.
Speech: Do you have any other friends or colleagues who need it? You should also recommend this kind of thing to him!