Question – How do I know when to ask a visiting parent to enroll?
Good question! When parents are ready to commit to a decision, they tend to give you buying signals. These can be verbal or nonverbal. For example, when a parent asks a question that reveals they perceive their child enrolled, such as “Is this where Tanner’s cubby will be?” it is time for you to stop talking and ASK the parent a good closing question.
For this example, you might then say, “Yes, would you like Miss Jenny to have that ready for him on Monday?” If the parent responds positively, you simply proceed with the enrollment process. Buying signals indicate the parent does not need much more, if any, information at that point, and is ready to be asked to make a commitment.
“The Speaker Whose Message Means Business”
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