Many consultants have had this experience, telling their parents about the school and how good the teaching and service are, and all they get is the rejection of the other party. In fact, this mainly involves two core issues: one is that parents feel that they have this demand, and the other is that parents feel that your course is good.
Therefore, for a counselor, before introducing the school, parents should first understand that he has this need and try to turn parents' thoughts into needs. Only by turning parents' wants into needs can registration be realized.
But many times, parents are not aware of their own needs. At this time, we should try our best to guide parents and help them dig out their own needs by changing their inner thoughts. To accurately tap the needs of parents, we need to do the following two things:
First, accurately judge the type of demand.
Demand is pain, dissatisfaction, worry, complaint, and the gap between the status quo and the ideal. And this gap makes parents have strong dissatisfaction and complaints about the status quo, which makes his heart suffer. In order to eliminate such pain, he is eager to find a solution to the problem. Demand is divided into explicit demand and implicit demand. Explicit demand means that parents have found their own problems and tried to change them. The hidden demand is that parents don't realize that they will have those troubles, or that their pain is not deep enough.
Second, "hidden" to "obvious"
In the teaching and training industry, there is a data that less than 10% of the consultants only meet parents who are worried about their children's study and desperately want to solve it, but they have never met a suitable institution. More than 90% of other consultants have no such luck. Most of them want to send their children to remedial classes, but there is no hurry. There are other suitable institutions to choose from. The needs of these parents are hidden, and whether they can be prompted to sign up is only a watershed to measure the gold medal consultants and general consultants. Gold medal consultants can always turn parents' implicit needs into explicit needs, and let parents change from "want" to "must"!
There are three steps to turn "hidden" into "obvious": first, you should understand the current situation of your parents and then find out his expectations; Then find out his pain and problems for his parents; Finally, help parents turn implicit needs into explicit needs. The first step is the foundation, as a supplementary proof of the following steps; The second step is the key. Only when parents and students are suffering enough, signing the bill will not be a problem. The third step is the result. Through the inference of the first two steps, parents confirm the conclusion under the guidance of a psychological counselor.
Among the three steps from "hidden" to "obvious", the most effective and direct method is to ask questions.