课程顾问面对家长提出的5个常见问题的话术!学了立刻能用上

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作为托管人的课程顾问,为了更好地向家长推荐课程,您必须掌握一些必要的话语技巧,并且您必须能够处理一些更常见但困难的问题。

问题1:家长:老学生有折扣吗?

分析:

20%的老同学创造了80%的收入,不要宰杀年迈的父母。

当老父母的父母提供折扣时,我们不能直接拒绝。一些课程顾问会说,“你是一位老父母,你应该知道你不能提供它!”

这会让父母受到打击,父母会想:“我来过这么多次,难道我不知道我能不能提供吗?”直接攻击父母对组织的喜爱。

响应:

首先,面对父母,让父母感受到你的诚意。

可以说:“谢谢你一直照顾我。我很高兴见到像你这样的朋友。我只是没有这么大的权利。如果我想申请,我会给你一个大的礼物或礼物。“而已。

问题2:父母:让我再看一遍。

响应:

从四个方面了解课程产品的优势:

我们有其他人没有的东西;

2,我们可以做别人不愿意做的事情;

我们可以做比别人更好的事情/事情;

4.我们的附加价值。

问题3:父母:你能更便宜吗?

分析:

首先,我们不能说:“不!”强烈的拒绝会让父母对你不满。

When encountering such problems, we should bypass the parents' questions and do not answer them directly, because as long as we enter the price negotiations, we will be more passive.

At this time, money is in the hands of parents, and our advantage is products and post-services, so we need to let parents fully understand the products and post-services.

Any parent who comes to the counseling will bargain, we should first circumvent the price, so that the teaching service and teaching quality attract parents, instead of being too entangled in the price.

As long as the post-service and teaching quality are worthwhile, it is not afraid that parents will not sign the bill, and of course they cannot be too proud in front of the parents.

Response:

1. Periodic decomposition method

"Jerry mother, this fee is xx yuan, you can use one year, only one day to spend xx money, very affordable!"

"Jerry mother, a package with such a discount is only xx yuan, you can solve all your food, accommodation, counseling problems at one time."

2. Replace "less" with "more"

When parents ask for a cheap price, many course consultants will say: "You will come when you buy less clothes." In fact, this is wrong. Buying less clothes will make parents feel that they are losing something, and they feel more painful.

The correct statement should be: “When you buy more clothes,” avoiding the pain and turning it into happiness.

Question 4: Parents: Will there be any problems with your teaching quality?

Analysis:

Some course consultants will directly answer the question "The quality of our teaching will not be problematic. We are a large chain of national enterprises. There are many teachers in the country who are engaged in teaching and research work."

But when the parents asked the second sentence: "What if there is a problem with the quality of post-teaching?" Many people will not be able to continue.

Response:

xx课程顾问可以先问家长:“XX妈妈,您以前是不是有报过后期教学质量和服务不好的机构啊”

家长一般会说:“有”

课程顾问则可追问一句:“是哪家机构啊?”家长往往就会开始诉苦了:“我以前在XX报过.怎么怎么样,气死我了”

当家长回答没有的时候,课程顾问又该怎么办?

这时,应该先夸家长,然后说自己的事情:“XX妈妈,您真是太幸运了,没有遇到教学质量不好的情况,我以前有家长有遇到过这样的情况啊怎么怎么样。”

说的时候一定要带上感情,这样才会感染到家长。

最后再说:“所以我们机构现在很注重后期的教学质量和服务问题,因为教育是个良心活,我本人对教学质量和服务要求也很高,所以我才会在这家机构做,不到其它机构家做,就是因为这里的教学质量和服务好。”

问题五,家长:我认识你们领导,便宜点,行吗

分析:

其实家长说认识领导,她就真的认识吗?90%的人不认识,最多跟领导有一面之缘,泛泛之交。

所以对待不认识或者说认识领导的人,不要当面揭穿,而是把面子给她,但绝不降价。

应对:

我们可以这么说:“能接待我们领导的朋友,我很荣幸”,承认她是领导的朋友,并且感到荣幸

下面开始转折:“只是,您也知道现在做托管的竞争很激烈,您来我们机构报名,把孩子交给我们,是您对我们的信任和支持,我一定告诉我们领导,让我们领导对您表示感谢!”就可以了。

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