Ease into Closing with Agreement Questions

02/15/2006

Ease into Closing with Agreement Questions

Be not afraid of growing slowly; be afraid only of standing still.
Chinese Proverb

If you’re like many center directors, asking a prospective enrollee to come in for a center visit or to enroll can seem abrupt and uncomfortable. Yet, it is these closing questions that help you reach your goal of securing a center visit or the enrollment. When you ask prospects a closing question, it helps them to act on all the recommendations you have given them. It actually helps them make an important decision.

If there were a way to make closing questions easier to ask, and parents more ready to be asked them, would you want to know it? Well, there is. I call the technique trial closing or asking agreement questions throughout the inquiry call or center visit.

To learn more, go to the new Marketing Exchange feature on our web site at http://mail.ccie.com/go/eed/963.

Here you can view the full tip sheet “Ease into Closing with Agreement Questions.” This tip sheet was prepared for Exchange by marketing guru Julie Wassom and is one of her monthly marketing features for Exchange.

Contributed by Julie Wassom

Give us one enrollment interview dialogue in which you have successfully used trial closing questions to make the final close easier and to successfully convert a caller into a center visit or a center visit into an enrollment. All contributors will be entered in a drawing for a free copy of the Exchange Article Collection, "Julie Wassom on Marketing." Winner will be announced in ExchangeEveryDay on March 15. Send us your idea today by clicking on SHARE YOUR IDEAS at the bottom of the current Marketing Exchange: http://mail.ccie.com/go/eed/964.

For more information about Exchange's magazine, books, and other products pertaining to ECE, go to www.ccie.com.