The document discusses techniques for overcoming objections when discussing education options with students. It outlines 6 techniques: 1) remain silent and listen actively, 2) ask open-ended questions to gather more information, 3) check your understanding of the objection, 4) provide alternative perspectives to handle the objection, 5) check that the student is satisfied, and 6) proceed with the discussion or set a follow up meeting. It also provides examples of common objections like cost or ability to pay and recommends responses to address the concerns.

1. Independence University

2. Objectives
•Discuss techniques in
overcoming objections
•Overcoming case by
case objections

3. 6 Techniques for Overcoming
Objections
 1. Remain Silent
 Allows analysis of the objection
 Demonstrates interest with the student
 Never interrupt and use active listening
 2. Gather Information
 Ask questions “Tell me more…”, “What do you mean?”
 Keep open ended questions
 Avoid “why” questions – leads to reinforcing

4. 6 Techniques for Overcoming
Objections
 3. Check Your Understanding
 “So what you’re saying is…”
 Want to answer and solve their current objection
 4. Handle the Objection
 Provide another perspective
 Ideal responses to common objections
 Have great product and service knowledge

5. 6 Techniques for Overcoming
Objections
 5. Check Customer Satisfaction
 Temp Checks “Does this make sense?”
 Be flexible to explanations – rephrase
 6. Proceed Forward/Continue Discussions
 “Are you ready to move to the next document?”
 Resistance demonstrates insufficient rapport

6. Case by Case Objections
 “Okay with how things
are now”
 Chance to improve self
 “What if I fail my
classes”
 Support system
 “How do you know”
 Personalize, build trust
 “I have to check with my
spouse”
 Talk to spouse, offer to
conference call
 “I have to go, I am too
busy right now”
 Set firm appointment,
verbally confirmation

7. Case by Case Objections
 “Your college is too expensive”
 All inclusive tuition, perks the college offers
 “I don’t want to take out loans”
 Funding options, alternatives, relate to the student
 “I can’t afford a monthly payment”
 Edu plan loan, setting comfortable minimum payment
 “Will I get a stipend?”
 Responsible lending, accelerated degrees

8. Questions?