Scientific Counseling Secrets

Index
Sr. No.

Topic

Page No.

1. Tit-Bits of the Counseling Sales Process

Page 1
2. Basics. What Is Counseling?
Page 3
a. Definitions Page 3
b. Sources of Enquiries (Leads) Page 4
3. Flow Chart
Page 6
a. Most common objections reasons for not buying. Actual Questions in their
minds Page 6
b. Old and New Models of selling Page 6
c. Six Steps to Relationship Building Page 8
d. How to develop Mega-Credibility Page 10
e. 7 Vital Functions of Counseling / Selling Page 13

Section 1
4. 42 Most Common Blunders and Mistakes Made By Most Counselors And Institutes,
Costing You Millions Every Year
Page 17

Section 2
5. 6 Things to Know Before Counseling
6. Counselors Job
7. Counseling Tips
a. The Counseling Sales Process
b. USP
c. Ways of Counseling

Page 30
Page 32
Page 37
Page 38
Page 39
Page 40

Section 3
8. How to Counsel Effectively to Sell More Courses in Less Time!
9. Counseling - a 2 Stage Selling Process
a. How To Handle A Telephonic Enquiry Page 46
b. Handling a Telephonic Enquiry: Actual Process Page 48
c. When they dont know what they want Page 49
d. Effective Counseling Page 51

Page 42
Page 45

Section 4
10. Telephone handling techniques for counseling
11. Action - Sales Cycle of student enrollment
12. Sales Cycle / Conversion Cycle
13. Counseling Flow Chart
14. Sales Funnel Process

Page 52
Page 55
Page 56
Page 57
Page 58

Section 5
15. Prospecting
a. Four Steps In The First Meeting / Counseling Session Page 63

Page 59

Section 6
16. Questions
a. Good Question Vs. Bad Question Page 69

Page 68

Section 7
17. Opening Statements
a. Mistakes To Avoid: Do NOT Do Page 74
b. Opening Dos Page Page 74
c. UPB Page 75

Page 70

Section 8
18. Presenting
a. Presenting Price Page 87
b. The dangers of talking too much Page 87
c. Getting Referrals Page 90
19. When Silence Pays & Listening To Get More Enrollments

Page 78

Page 92

Section 9
20. Handling Objections
a. What to do when they dont like your Price Page 95
b. How to Handle Price Objections Page 96
c. Preventing the Price Objection Page 98
d. When they ask for a better Price Page 103
e. When You Are the Higher Priced Alternative Page 104
f. When They Ask About Price Too Early Page 105

Page 95

Section 10
21. Closing
a. Buying Bridge Theory Page 107
b. How to Immediately Increase Your Conversions Page 108
c. Buying and Agreement Signals to Look For Page 109
d. The Future Event Situation Page 112
e. Four Closing and commitment ideas Page 115

Page 107

Section 11
22. How to Follow Up With Prospects
a. How to Pick Yourself Up After a Call Page 124

Page 118

Section 12
23. 12 Ways To Make the Prospect Take Action Now!

Page 126

Section 13
24. How to Multiply the profits of your Training Business Literally Overnight,
By putting in place a Simple & Proven Sales Conversion Super System? Page 127

Section 14
25. 12 Word-of-Mouth Campaign Ideas.
26. 22 Bonus Ideas
27. 8 Referral Schemes & Offers

Page 130
Page 131
Page 132

Section 15
28. 15 ways to reduce Your Course Drop-Outs and Increase
your Profit by 100%

Page 133

Section 16
29. 23 ways to build credibility of your Training Institute

Page 146

Section 17
30. Power Phrases Increase Your Sales

Page 147

Bonus Material
1. 26 Marketing Mistakes.. Section 18
2. 12 Things your buyers want, other than lowest cost Section 19
3. How to Prepare a Brochure that Sells Section 19
4.

Easy to use Bullet Points to Counseling Section 20

1.Words and Not Numbers, are the True Currency of Business

2. How to increase the Value for Money of any course

3. Perceived Value of your course
4. People to Enroll Immediately
5. How to create atmosphere
6. How to get referral students
7. 10 biggest mistakes while counseling
8. Tips for immediate enrollment
9. Power of Silence Pause
10. How to show your syllabus to the students
11. How to present your USP
12. How to enroll students
13. Getting people to your center
14. What is it they want?
15. How to convince Parents
16. Find out who is the ultimate deciding authority
17. Find out the real deciding factor
18. How to identify dummy enquiries
19. How to find out whats working in your ad
20. How to find competitive advantage
21. 33 words to use while counseling
22. What makes students enroll 3 main reasons
23. How to answer the most difficult questions
24. Is overselling harmful?
25. What question in the mind of student Prospect
26. Creates Impressive First Impression
27. How to make prospects listen to your advice
28. 43 reasons why students dont enroll
29. The magic in asking students to enroll