Getting Them to Picture Their Objection (and Then Getting Them to Tell You About It)

Every coach wants to find out what's on a prospect's mind. Here's one way how:

You want to find out why a prospect is hesitating on committing, not coming to visit campus, or just in general why you’re getting the feeling they don’t like something about you, your campus or your program.

The common way we see coaches approaching this is to ask the question, “is there anything I can answer for you?” This usually gets the same respons…