How is a good course counselor made?

Editor's note: The Course Advisor (sales/cc) plays an extremely important role in such areas as one-to-one, and in some ways it is even less important than the instructor. So how to develop a good course advisor to improve the conversion rate? Camel net Netizen "pastoral soil incense" share his experience, the full text is as follows: Simple talk about what the education consultant should have the basic qualities and how to exercise into an excellent education counselor. First, talk about the basic qualities that educational consultants should have. What kind of person is suitable to be an educational consultant? I believe this is also a problem that bothers the hiring manager. The choice of educational consultants is a regular, we all know that the most direct purpose of education counselor is to recruit students, is the sales staff, so the selection of educational consultants is the selection of sales staff. Excellent sales staff with two basic qualities: empathy and self-driving force. Empathy is a requirement for an educational counselor to have the ability to think in a different way and to be more capable of thinking in a "heart". The consultation process is actually the process of dealing with people, as the saying goes, "the world of knowledge, human sophistication is the article", The ultimate consultation is a human sophistication, to achieve this point, the need for education consultants must have empathy this basic quality. Everything has two sides, from one point of view is good, from another point of view may be bad. From the perspective of consumer psychology sales, the people who buy things should first see the defective side, the person who sells the thing first sees is the merit of oneself thing, anyone has self-protection consciousness. So good salespeople encounter the buyer's refusal, will not be anxious because he or she understands that the buyer's refusal may mean the beginning of a potential purchase, and that an educational counselor without empathy would be very agitated, anxious, incoherent and persuasive, leading to more and more resistance from the counselor, Ultimately difficult to transform. How do you evaluate new educational counselors for empathy? The method is simple. The first method is to see if it has been talking to the consultant. If you have been talking to yourself, without directing the counselor to speak, then the empathy is weaker. And why? The key to sales success is the need to understand each other's demand point, only through the guidance of the consultant to understand their needs, if the education consultant in not fully understand the needs of each other, they chatter to the other side to "sell" their ideas, it is easy to scare away the other side. The second way is to see if they often interrupt each other when communicating with others. If in the process of communication, often interrupt the other person to speak, so that their empathy is weak. A man often interrupts others ' speeches, this is a person with strong personality, subjective awareness, when confronted with other people's objections, the psychological often unacceptable, feel self-esteem is hit, and do not understand the refusal is actually a human instinct reaction, and not completely confrontation, and eventually into the debate with each other. The third way is to see if it is in some small matter with others. We say the ultimate in sales is human sophistication, if educational counselors often in some smallThings above and colleagues are preoccupied, that it is not good for other people's sake, the first thought of the problem is their own interests, can not do transposition thinking. Sales rejection is not scary. But it is frightening to be rejected without knowing the real reason, an educational counselor who pays attention to his own interests will never really understand the reason why the counselor refuses. The fourth way is to test the attitude of the misunderstood. If it is misunderstood to maintain a calm or stable state of mind to explain that their empathy is better. Sales from the beginning of the refusal, if a person has long been rejected by others, slowly will lose self-confidence, thereby losing confidence in the work, which requires the education counselor must maintain a good mentality, "better than not arrogant, defeated not hungry", remember this saying. Self-drive is to ask the educational consultant to have a strong internal spiritual motivation, has a strong motivation to solve problems. The process of consultation is to constantly solve the rejected process, and constantly analyze the process of consulting confrontation and resolve, which requires the education consultant must have a strong self drive, or many single will be halfway. "The world is paved with two kinds of people: one with a strong will, the other a man who is not afraid of any obstacle." "The biggest difference between winners and losers is that successful people always dominate and control their lives with the most positive internal driving force." Similarly, the most important reason for an educational counselor is whether it has the boldness of "Jinshi" to face the consultant. How to evaluate the self-drive of a new education counselor? Method is also very simple. The first way is to see if they encounter problems and often consult colleagues. If the new education counselor often ask colleagues questions, it shows that they are very studious and self-motivated, the ability to drive better. The second way is to see if the return visit is timely. The education counselor who is able to pay a visit on time shows that he is very concerned about his own consultant, cherishes his consultation quantity, and has a strong desire for success, which is very good. The third approach is to ask for an understanding of the job of an educational counselor during an interview. If it is considered that an educational consultant is an ordinary job, such a person is not suitable to be an educational consultant and does not recommend employment; If you think that an educational counselor is an admissions job, such a person can be an education counselor, but the potential for Ascension is limited. If you think an educational counselor is a job that changes the fate of others, such a person will be a very good education counselor in the future. Next talk about the education consultant's training method study has four processes, namely rote memorization, practice makes perfect, extrapolate, mastery. Exercise Education Counselor must also be a step-by-step learning process, there is no shortcut to go. The first process is rote memorization. This process is painful and is a process that most educational counselors and even admissions directors can easily overlook. But this step is crucial to the extent to which educational counselors are raised. Why do you say that? Any consultant believes in authority, and the educator's memory of more content helps to establish an expert image. Need to memorize the following content: Product knowledge (such as productionProduct background, the role of personal English promotion, types of questions, the knowledge points covered by the examination syllabus, the number of the organization's own textbooks, what is the content, what are the characteristics, the advantages of our products compared with other products, product development trends, the recent examination content, what help for personal learning or development, the consultant's purchase point, The selling point of the product, which requires the education counselor to think, and then all remember and be able to speak it skillfully. What needs to be emphasized is the point of purchase of the consultant, many previous training has always been stressed to remember the product selling point, subjectively think that the advice of the buyer is to go abroad or improve results, in fact, there are many other buy points, such as enrich themselves, through learning to make friends, prove themselves, follow suit, earn face and so on, These buying points are also the demand point of the consultant, if we can accurately find the advice of the buyer, then the closed list becomes the matter. The second process is repeated trials. Practice makes perfect through repeated processes, and an educational counselor must be a very contagious speaker. Consultation process is actually a process of negotiation, in the negotiation process, the need for education consultants have a lot of language materials, and in the appropriate time to say the appropriate words, these need to practice repeatedly, to "read 300 tang Poems, will not write poetry will be Yin" realm. The third process is summing up experience. Educational counselors must learn to summarize themselves, the consulting purposes of all the consultants who have been contacted are summarized, and the purpose of these consultations is finally summed up as the consultant's buying point, and as the experience accumulates, the educator naturally refines some skills, so the skill is only the accumulation of skilled experience, if there is no such accumulation process, Any form of skill can only be a theoretical one. In short, any product is composed of core products, form products, additional products (services). As the training market matures, consultants are also more and more concerned about the value of products, and directly reflect the value-added products are educational consultants, so using the right standards to select educational Consultants, the right way to cultivate educational consultants for a central importance! The market operation of any center does not necessarily win, but the fight will certainly win! The final end depends on our education counselor!