Index

1. Introduction - Why Do you Need The Counselling Secrets?

2. How To Benefit the maximum from this Manual?

3. 43 Mistakes and BlundersTo be avoided, which are Costing you Millions in Losses every year.

4. What Exactly is Counselling? Definition of Counselling.
      4 Streams of Income for Training Institutes.
      The Buying process 
      The Old Method of Sales and Marketing
      New Scientific Method of Counselling.

5. Scientific Counselling Process
         Importance of a Good Counselor
         Counselors Job Role
         Preparation for Effective Counselling
         5 Types of Counselling
         Flow Chart Of scientific Counselling
         Conversion Process and Methods

     7 Parts of Scientific Counselling 
        Opening Statements ( Prospecting)
            Handling Telephonic Enquiries
            Handling Walk-ins

        listening
        Questioning (for More Information)
        Analyzing (the Requirement)
        Presenting (a Course as Solution)
        Handling Objections ( Price objections)
        Closing
        Advanced Conversion Techniques

6.   Effective Follow up Techniques
          Telephonic Follow-ups
          Follow-up Letters

7.  Specifc Questions and Specialised Answers

1.                       How to enroll Students  By Attraction?

2.                        How To Increase The ‘Value-For-Money Of Any Course?

3.                        How To Increase The Perceived Value Of Your Course?

4.                        Do This And People Will Enroll Immediately – In Hoards?

5.                        How To Create An Atmosphere for more Enrollments?

6.                        How To Get Referral Students – Continuous Flow Of Students

7.                        10 Biggest Mistakes While Counseling That Break Down Your Profitability?

8.                        23 Tips For Immediate Enrollments?

9.                        The Power Of Silence – How & When To Use Pauses To Close A Deal Or Enroll A Student?

10.                   How To Show A Syllabus So You Don’t Scare A Student.?

11.                   How To Talk About Your USP?

12.                   How To Enroll Students?

13.                   Doubling Your Response Rate?

14.                   Getting People To Your Center?

15.                   What Is It That They Want?

16.                   How To Convince The Parents?

17.                   Find Out Who Is The Ultimate Deciding Authority.

18.                   Find Out What Is The Real Deciding Factor/ Feature

19.                   How To Identify Dummy Enquiries?

20.                   How To Find Out What Is Working In Your Ads?

21.                   How To Find Out What Others Are Doing – Competitive Advantage?

22.                   33 Words To Use While Counseling For 300% Better Conversion Ratio

23.                   What Makes A Student Enroll? 3 Main Reasons A Student Enrolls. (What’s In It For Me?)

24.                   How To Answer The Most Difficult Questions So A Student Enrolls Immediately?

25.                   Is Overselling Harmful?

26.                   What Are The Questions That Arise In Students Minds During The Counseling Process & How To Answer Them?

27.                   How To Create An Impressive ‘First’ Impression For Better Counseling And Conversions

28.                   How To Make Students Like You Immediately So They Listen To Your Advice

29.                   43 Reasons Why Students Don’t Enroll?

30.                   The Magic In Asking A Student To Enroll

31.                   Do You Forget To Mention The Important Points While Actually Counseling?

32.                   What Every Counselor Should Know About Walk-Ins?

33.                   How To Tackle The “High Fees” Objection?

34.                   How To Handle Arrogant Enquiries ( The Know-It-Alls)?

35.                   How To Beat The “Big” Institutes At Their Own Business In Their Own Backyards?

36.                  How To Position Your Course When Other Institute Comparisons Arise?

37.                   How To Make Offers They Can’t Refuse

38.                   How To Make Them Take Admission Immediately

39.                   Increase Your Conversions By At Least 300% By Following These Simple Steps

40.                   Secret Ways To Build Trust And Rapport

41.                   How To Make Enquiries Refer Other Students Even If The Don’t Enroll Themselves

42.                   Other Methods And Pointers To Create Better Conversions

43.                   When And How To Give Discounts To Students?

44.                   Offers & Discounts - ways to increase Enrollments and profits. 

45.                   How To Cope With Low Times and non seasons?

46.                   Handling Parents Queries

47.                   Follow-Up – Your Secret To Conversions

48.                   Enthusiasm – The Art Of Conversion

49.                   Past Enrollment Research – Your Guide To The Future

50.                   Ideas To Have A System For A Continuous Flow Of Enquiries – Website, E-Mail Marketing, Bonus Reports

51.                   How To Generate Enquiries From Seminars

52.                   Telephonic Tactics – The “Must Use” Script For Follow-Ups – Sample Scripts

53.                   How To Follow Up For Students – A Proper Way (Days / Times)

54.                   Personal Visits Can Make A Difference “Forgotten Method”

55.                   Do You “Bore” Your Enquiries?

56.                   One Word That Can Make A Big Difference – “Invest” Instead Of “Fees”

57.                   How To Upsell / Cross Sell Courses?

58.                   Sell Again – New Courses

59.                  How to Utilize Host- Parasite Relationships with other businesses to Increase your Profits in training business.