The course consultant is very good, especially good.

A. Is it good to be a curriculum consultant in an educational institution? I heard that there are many phone calls every day.

In the initial replication period, curriculum consultants usually participate in the work of attacking the market, that is, the so-called ground promotion, especially when the division of labor of small institutions is not so clear, curriculum consultants need to participate in the whole process. With a little experience, the basic work is generally telephone invitation and face-to-face consultation. In fact, the consultation process requires high quality of course consultants, not simply introducing product sales, but consultants.

Hope to adopt, thank you.

B. How to become a high-end course consultant

Generally speaking, if you want to do a good job in enterprise training sales (that is, course consultants), you need to master four key points:

First, the list, a good list directly determines the output of sales. There are several issues involved (briefly described today, and then explained in detail one by one):

1. What kind of list is a good list? How to screen? The so-called accurate customer base, according to the law of people, must meet the following requirements:

A. Rich: The annual output value of the enterprise is at least 30 million, and it is preliminarily judged whether the customers can afford our courses;

B. Yes: the customers on the list must be the chairman, general manager or CEO of the company, that is, the top leader, who can keep his word;

C. there is demand: because there is no telephone communication, it is not easy to determine the customer's demand. By looking at the source of this list, we can determine whether these customers have attended courses in the same industry, at the same price or at a higher price than our own company, so as to judge their consumption habits. If the customer loves to learn, then he will choose us to some extent;

Of course, I don't need to elaborate on some small key points. For example, if you look at the customer's phone number, for example, most of them are 138 or 139, you can preliminarily judge that this list is a bit old; Cleanliness of the list; Whether the list category is detailed; Judging the size of the company by its name … and so on.

2. Where does the good list come from?

There are many sources of the master list, such as: customer recommendation, peer exchange, purchase by professional directory companies, associations, alumni associations, hometown associations, * * units (industrial and commercial bureaus, tax bureaus, banks), exhibitions, MBA classes, online networks, on-site public classes of other companies, and business card collection. It will be explained in detail later.

Second, the art of speech

Because you have found the list, you must start to develop customers, whether by phone, SMS or WeChat, which is the most direct.

Answer the phone, but you need to be prepared to be rejected N+ 1 times. Everything has advantages and disadvantages. You can't have it both ways. Look on the bright side.

What should I say about the phone? First of all, let me make it clear: tell the customer what he wants to hear, and let the customer stay on the phone for 3 seconds from the moment the customer just connects the phone. Then let's make a brief analysis. What do customers like to listen to? Interested in me, helpful to me, in need, familiar with people, sweet voice, clear telephone voice ... The most important thing here is that your words are helpful to him. So our first few words must be to the point that is helpful to him.

Third, the idea of attack orders (documentary)

After contacting the customer by phone, SMS or WeChat, start to attack the order or follow the order.

The purpose is to turn customers into transactions.

The most important point here is to find the customer's demand point through repeated communication with customers, that is, what kind of problems are solved through this course and what do you want to learn? Or do you want to take it back to the enterprise for implementation? Or something else (see what the company's own product introduction can help customers, and then take it out to guide customers), and gradually explore. Then according to the customer's demand points, combined with the characteristics of their own products, to help customers make decisions.

Fourth, mentality.

In fact, no matter what you do, mentality is very important. Although it looks empty, its function is nothing.

Limited, can directly affect your day's work status. If the state is not good, the work result is naturally not good.

Although it is simple to say, it is actually very difficult to stick to it. People's mental state may change at any time. It is impossible to say that they are full of confidence every day and will be influenced by some negative things, so they need to constantly encourage themselves, hint at themselves and take the initiative to intervene!

Then I believe that if you do it and do the above four points well, you will not be far from the sales champion! Come on!

C. which is better, a course consultant or a personnel specialist?

To put it bluntly, a course consultant is to sell and sell courses and get paid according to performance. If the performance is poor, the salary will be low.

The personnel Commissioner is an administrative staff, and his salary should be relatively stable.

D. Is it easy to be a curriculum consultant in secondary vocational education?

If you want to do a good job in course sales, you must master several aspects of knowledge: taking English as an example, it is more convenient to understand.

1 master the systematic curriculum knowledge and be familiar with the key points of textbooks in each grade. For example, if you ask parents how old and what grade their children are, you can open your mouth and say some key points and some test questions in their textbooks. After you know the basic information through your children and parents, you can immediately connect your own curriculum with the school curriculum, highlight the highlights of your own curriculum, and ensure the knowledge transfer ability outside the curriculum. In general, it is to make parents think that you are professional, but the major is not like this.

Understand parents' thoughts, and be good at capturing some subconscious words of parents. For example, parents say, "My child's English has been poor and he can't get up."

At this time, you can judge what time. First, parents must be poor at English. When English is good, they will know where children are weak and where to start. Parents are always struggling with grades, so their English is definitely not strong. This requires your professional knowledge to analyze the problem from the perspective of parents: "English today is not just like when we were young, but the textbooks are very systematic." But let's not worry, some children just can't figure it out. As long as they know this, a lot of knowledge can be linked. Children are very clever and it is easy to learn English. Let's test it later and find out why. " Having said that, parents don't have to worry too much at first. They only need to learn the knowledge well to know that their children are smart. There is a saying that the pain points are magnified in sales, which makes parents anxious to buy classes. In fact, there are many ways to amplify pain points. If students are smart, then the knowledge points will be amplified. Students will be fine as long as they learn the knowledge points well, so that parents will not be too anxious. Knowing that you have bought knowledge points can solve the problem, let yourself know the goal clearly, and the transaction will be simple. Just say it casually, and the rest will continue to be discovered and summarized in your work.

3 Understand the market demand

The market here is parents. I just talked about my parents' thoughts. Now I'm talking about the market represented by parents. This topic may be a bit big for course sales. Let's take a brief look. Generally speaking, as a person who sells courses, how can you make your parents buy your courses and make you stand out from other sales representatives?

E. What should a course consultant do?

Receive students who call and visit, provide them with accurate course information consultation, complete course sales through consultation, and be responsible for course sales indicators; Do a good job in the return visit and follow-up of students in time, and establish a good service relationship with customers; Provide relevant services for students in school.

F. How to be a high-level curriculum consultant?

How are excellent course consultants tempered?

20 15-05-09 902 people 3 pages

4.9 points

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How are excellent course consultants tempered? Briefly talk about what basic qualities an educational consultant should have and how to become an excellent educational consultant. First of all, 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 difficult problem for hiring managers. There are rules in choosing educational consultants. As we all know, the most direct purpose of educational consultants is to recruit students, that is, salespeople. Therefore, choosing an education consultant is choosing a salesperson. Excellent salespeople have two basic qualities: empathy and self-motivation.

Empathy means that educational consultants should have the ability of empathy, and further, the ability of empathy. In fact, the process of consultation is a process of dealing with people. As the saying goes, "everything is learned, and human cultivation is an article." The ultimate goal of counseling is to cultivate people's feelings. To do this, educational consultants must have the basic quality of empathy. Everything has two sides, which is good from one angle and may be bad from another. From the perspective of consumer psychology, people who buy things first see the defective side, people who sell things first see the advantages of their own things, and everyone has a sense of self-protection. Therefore, when an excellent salesperson encounters a buyer's rejection, he or she will not be anxious, because he or she understands that the buyer's rejection may mean the beginning of a potential purchase; However, educational consultants who have no empathy will be very upset, anxious and incoherent when they encounter this situation, and try their best to convince each other, which will lead to the growing resistance of consultants and eventually make it difficult to transform.

How to evaluate whether new education consultants have empathy? The method is simple. The first method is to see if he has been talking to himself when communicating with the consultant. If you are always talking to yourself, talking to yourself and not guiding the counselor to speak, it shows that his empathy ability is weak. Why? The key to successful sales is to understand each other's needs. Only by guiding the consultants to speak can we know their needs. If the education consultant talks about his ideas endlessly without fully understanding the needs of the other party, it is easy to scare the other party away.

The second method is to see if they often interrupt each other when communicating with others. If you often interrupt each other in the process of communication, it shows that his empathy is weak. A person who often interrupts others shows that he has a strong personality and a strong subjective consciousness. When someone raises an objection, it is often difficult to accept it psychologically, and they feel that their self-esteem has been hit, but they don't understand that rejection is actually an instinctive reaction of people, not a complete confrontation, and eventually they fall into an argument with each other.

The third way is to see if it has a dispute with others on some trivial matters. We say that the ultimate goal of sales is consideration. If educational consultants often haggle with their colleagues over trivial matters, it shows that they are not good at thinking of others. When you encounter problems, you first think of your own interests, and you can't feel the same. Rejection of sales is not terrible. But the terrible thing is to be rejected without knowing the real reason. An educational consultant who only cares about his own interests can never really understand the consultant's refusal.

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Reason.

The fourth method is to test its misunderstood attitude. If you can explain it calmly or calmly when you are misunderstood, it shows that it has good empathy. Sales begin with rejection. If a person is rejected by others for a long time, he will gradually lose confidence and thus lose confidence in his work. This requires educational consultants to maintain a good attitude, "better than being arrogant and never losing money." Remember this proverb.

Self-driving force means that educational consultants must have strong internal spiritual motivation and strong self-solving motivation. The process of consulting into a single form is the process of constantly solving the rejection, constantly analyzing the opposing points of consulting and solving them, which requires educational consultants to have a strong self-motivation, otherwise many single forms will give up halfway. "There are only two kinds of people in the world: those who have a firm will and those who are not afraid of any obstacles." The biggest difference between winners and losers is that winners always dominate and control their own lives with the most positive internal driving force. In the same way, the biggest reason why educational consultants are excellent or not lies in whether they have the courage to face consultants sincerely.

How to evaluate the self-motivation of new educational consultants? The method is also very simple. The first method is to see if they have any problems and ask colleagues often. If new educational consultants often ask colleagues questions, it shows that they are studious and have good self-driving ability. The second method is to see if the return visit is timely. Educational consultants who can pay a return visit on time show that they care about their consultants very much, cherish every consultation and have a strong will to succeed. This kind of person is very motivated. The third method is to ask them their understanding of the job of education consultant during the interview. If you think that the job of education consultant is an ordinary job, such a person is not suitable for being an education consultant, it is recommended not to hire it; If you think that the job of educational consultant is enrollment, such people can be educational consultants, but their promotion potential is limited; If you think that the job of educational consultant is a job that changes the fate of others, then such a person will definitely be a very good educational consultant in the future.

Next, talk about the training methods of educational consultants.

There are four processes in learning, namely, rote memorization, practice makes perfect, drawing inferences from others, and mastery. Sports education consultants must also be a step-by-step learning process, and there are no shortcuts.

The first process is rote learning. This process is very painful and easily overlooked by most educational consultants and even admissions directors. But this step is very important, which is related to the promotion of educational consultants. Why do you say that? Any counselor believes in authority, and educational counselors can help them establish an expert image by memorizing more content. The following contents need to be memorized: product knowledge (such as product background, its role in improving personal English, types of questions, knowledge points covered by the examination syllabus, how many textbooks the institution has, what the content is, what the characteristics are, the advantages of our products over other products, the development trend of our products, the contents of the recent examination), what help it has for personal learning or development, the buying point of consultants, the selling point of products, etc. These contents need to be considered by educational consultants.

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What needs to be emphasized is the consultant's buying point. In the past, many trainings always emphasized remembering the selling points of products. Subjectively, the consultant's buying point is to go abroad or improve his grades, but it is not. There are many other buying points, such as enriching yourself, making friends through learning, proving yourself, following the trend, earning face and so on. These buying points are also the demand points of consultants. If you can accurately find the buying point of the consultant, then the transaction order will become a matter of course.

The second process is trial and error. Practice makes perfect is achieved through repeated lectures, and an educational consultant must be a very infectious speaker. In fact, the consultation process is also a negotiation process. In the process of negotiation, educational consultants are required to have a large amount of language materials and be able to say the right words at the right time. These all need to be practiced repeatedly to reach the realm of "knowing 300 Tang poems but not writing poems".

The third process is to sum up experience. Educational consultants must learn to sum up themselves and the consulting purposes of all the consultants they have contacted, and these consulting purposes will eventually be summed up as the buying points of consultants. With the accumulation of experience, educational consultants will naturally refine some skills, so skills are only the accumulation of skilled experience. Without this accumulation process, any form of skills can only be an armchair strategist.

In short, any product is composed of core products, formal products and additional products (services). With the maturity of the training market, consultants pay more and more attention to the added value of products, and the educational consultants directly reflect the added value of products. Therefore, it is very important for a center to select educational consultants with correct standards and train educational consultants with correct methods! The market operation of any center may not win, but it will win if it can fight! The decisive terminal depends on our educational consultant!

G. Is it easy to be an English course consultant? What's it like to have done it?

It's not easy to do. It is a problem to recruit students to attend classes by themselves and say that all 1W students have a basic salary and no performance.

H. Do you think it's better to be a course consultant or a class teacher? I'm also struggling with this choice now.

The head teacher is worried, but more contact with students is good for feelings. Course consultant won't be too hard, see which one you like.