1, optimize your rhetoric
You may think that the rhetoric of your consultation is impeccable, but sometimes you ignore some details, which are the most likely to go wrong. You may have said the same thing a million times. You should pay attention to some parents' objections heard during the consultation and when these objections will appear. Some of your views are too vague, and some may have a negative impact.
Remove all obstacles and ensure that parents' resistance is minimized. A little more scientific and analytical attitude towards your consulting statement can help you dispel the hesitation of customers and strengthen your point of view.
Printing out frequently asked questions (FAQs) will be very helpful when parents need it or discuss it with colleagues.
Step 2 master the rhythm
Nobody likes to push sales. If you often encounter the stagnation of your parents, it may be that you are too eager to urge your parents to pay. Or you didn't make your advantages clear, skipped some details, or continued to push the consultation to the next stage without reaching an understanding.
You need to release some pressure, control the pace of conversation, and ensure that you can get your parents' approval at every stage of the consultation process. You don't want to take risks with the confidence of your parents.
3. Diagnose the reasons for parents' resistance.
Your parents may not know what their resistance is. They only have a vague sense of uncertainty, so they seek to regain control and think about what they really want. Through stagnation. At this time, you need exploratory questions to find parents' concerns, such as: finding out parents' likes and dislikes of our products; Ask what factors hinder parents' decision not to buy for the time being; Guide customers to consider hypothetical questions? How much has your child improved after studying mechanics in our school? Have you decided to buy our courses?
The answers to these questions can help you weigh your parents' worries and eliminate them, thus promoting the process of giving.
4. * * * with parents.
Of course, sales stagnation is frustrating, but it is also a natural part of the buying process. Your parents need time to think or find a comparison agency. It is also possible that he is worried that it will have no effect after reporting to the children.
If you can't get deeper information from your parents, calmly accept their reasons for stopping, which will help you strengthen your relationship with your parents and ensure that you can create better opportunities in the next stage.
5. Get customers to act
So you've drained all your sales skills, but you'll inevitably encounter the stagnation of your parents. In this case, it is very important to reach a clear next step with parents and transfer the responsibility to parents at the same time. For example, if parents say that they want to obtain the consent of others, then they should make clear the time for the next follow-up and keep the student information for easy follow-up.
If parents don't take action, you can also think that parents lack execution. It is very important to identify the current obstacles and make a new action plan.
Some hot opportunities may not be as hot as you think. As consultants, we often accumulate many stagnant opportunities in sales opportunity management. We use these? Hot "opportunity to confuse yourself. But in fact, these hot opportunities may not be as hot as you think? They may be colder than ice. Parents may have decided not to buy it, but they are still holding on to you, perhaps because they are afraid to say it. No? Words.
If you have done enough preparation, lobbying, diagnosis and follow-up, and everything has been done to the best, don't be afraid to give up these stagnant opportunities. This will save you a lot of time, which you can use to develop potential customers and keep the sales channel moving forward.
In every school, there may be such a teacher: the course content is quite wonderful, the class control and children are well grasped, but there are always some obstacles in communicating with parents. In the face of parents' problems, these teachers are often frustrated and losing ground, and there is no way to stick to their land well.
At this time, the principals are particularly sad, but they are helpless, and they can't wait to teach all their experiences to such teachers. However, the principals themselves are really too busy to teach. Today, I boldly sorted out some problems that front-line teachers in training institutions will encounter and the corresponding answers, hoping to help principals and teachers.
It is very important for teachers to establish the concept of service before the concrete start. No matter what parents' subtext is, their attitude is, their expectations are high or low, conservative or radical, we all have the obligation and responsibility to help parents overcome their immediate difficulties. Because we are a service-oriented industry, parents come to our school to solve problems. Therefore, even if the parents' problems are difficult, weird and even unreasonable, we should take care of them.
? My child is actually quite smart, but a little lazy?
Subtext: Teacher, watch him.
Brief analysis: Generally speaking, parents of primary school students can say this. The gap between children's grades is not particularly large, and parents still have confidence in their children. Therefore, what the teacher has to do is very simple.
1.
First of all, admit that the child is really smart and give the parents a sense of identity, and then what you have to say will be easily accepted by her.
guidebook
Tell parents: learning is actually a kind of power, which adds icing on the cake to a child's life and gives him more choices. The level of academic performance determines whether he will choose more or less in the future. ?
It can be emphasized that the changes in junior high school learning are very great. Many children can't adapt in junior high school because they don't develop good study habits in primary school, and their grades suddenly decline. At this time, children can easily lose confidence. What children lose is not only the ranking in the class, but also a choice opportunity on the future road.
embedding
Slowly implant for parents? Hard work is important? This concept is very important. In the process of learning, cleverness is one thing, but later efforts are more important. Learning is a marathon. It doesn't matter if you run slowly at first, but you can't drop too much in primary school, because six years in primary school is the early stage and three years in junior high school is the middle stage. Therefore, children should try to catch up with others in primary school.
Basically, parents will think that what you said is particularly pertinent and acceptable, and then we will not have too many obstacles to break through the problem.
? I don't usually care much about his study.
Subtext: Teacher, I don't know him very well and I don't know what to do, so don't expect me to do anything for you.
Brief analysis: Most of these parents are busy with work and have too many things.
1. familiar
Play the emotional card first to close the distance. ? Companionship is the longest confession? The most direct way to love a child is to spend more time with him when he needs company, and then he doesn't want to.
reproach
After subtly adjusting parents' thoughts, gently blame parents' mistakes. No matter how successful a person's career is, it is difficult for children to have a real sense of accomplishment without a good education. ? In fact, time is like water in a sponge. There's still some squeezing. This sentence of Mr. Lu Xun can be given to such parents. 24 hours, there is always time to accompany the children. At least you can reduce the time spent brushing your circle of friends, WeChat or Weibo.
adjust
Let parents realize the seriousness of this problem, and then help parents find suitable solutions together and adjust their time schedule.
take for example
I used to have a student's father, who was the vice president of Wuxi Construction Bank. It is conceivable that he is really busy at work and really has no time to take care of the children. In primary school, the child can still rely on intelligence and get very good grades. But children's study habits and attitudes are really problematic: they don't consolidate after class, don't review, and don't finish their homework seriously, which is completely perfunctory.
Naturally, such children will definitely have problems in junior high school, and they will become more and more serious and more obvious. After my slow guidance, the child's father finally realized the seriousness of the problem, so after work, he found time to accompany the child to do his homework every day, so that the child developed good study habits. After that, teachers in all subjects found that children's learning attitude had changed greatly.
? I didn't have that much trouble when I was a child. Why does he study so hard?
Subtext: In fact, my genes are still excellent, but children now learn too much! What a mess! It's too difficult! Hey!
Brief analysis: In fact, this kind of parents are particularly aware that the world is constantly developing, and of course they will learn more and more things, making it more and more difficult. In fact, they are more seeking recognition.
In fact, I am happiest when my parents say this, because it is the best time to get closer to my parents. Don't be afraid, don't panic, teacher. Tell us about our childhood. Even though there is a certain age gap between you and your parents, there are many memories about the post-70s and post-80s on the Internet, which you can learn from at any time. Pick something about * * *, and pull in the distance and relationship to facilitate our future work.
I often joke with my parents. When we were young, it was very simple because at that time, one yuan could buy a bunch of snacks. ?
1. Comparison
Compare parents. How big is the contrast? Contrast our childhood with our children's present, so that parents can really understand where the gap is.
lobby
Lobbying parents, so as to drive parents to cooperate with our work.
? My children don't listen to me, only listen to the teacher. Tell him, teacher! ?
Subtext: Teacher, this child is yours.
Brief analysis: Parents who say this are generally senior parents, at least in the sixth grade.
deny
On hearing this question, the first thing is to deny this view of parents. In this way, parents' children grow up and begin to enter adolescence. Children of this age are more receptive to the words of their peers. Parents and teachers are actually different in age, and it is difficult for children to accept whether they are parents or teachers.
If a parent of grade two or three in primary school says this, please ask the teacher to pay attention to it and tell the parents seriously that the study of grade two or three has just begun, and he won't listen to anything you say. When he grows up a little, it will be a disaster.
Then analyze it for parents, and there are usually two reasons for this situation: either parents are too fond of it at ordinary times, or children don't take corresponding responsibilities at ordinary times. Children of this age are actually not disobedient, but know their parents very well. Children know where the parents' bottom line is and what so-called minor problems parents can tolerate.
On the other hand, why should children listen to the teacher? First, because of the teacher's identity, we can't deny this. Second, because we only see the child once a week, he is likely to perfunctory the teacher.
help
Denial belongs to denial, but help parents. I usually talk to my parents first, chat with my children first, and analyze the pros and cons with him, but the children's listening to me is limited. Because I still spend more time with my parents, I hope my parents can talk to you about this problem and help each other.
? What took you so long to make it up? It didn't work at all.
No subtext. Parents really showed strong dissatisfaction when they asked such questions.
Brief analysis: When parents ask this question, in most cases, the children failed in the exam, or the parents were called to talk by the school teacher. Your parents will be in a bad mood if you come. You always have to find a channel to vent. He spends money to make up lessons with us, so the first thing he will think of is us.
At this time, we must first appease the parents' emotions, and then we must clearly understand the situation and calmly judge and deal with it. We can't be fooled by a stick at once. On this difficult and sharp question, we must remember two steps, one is to calm down and the other is to fight back.
1. Soothe parents' emotions
fight back