[text_block style=”style_1.png” align=”left”]When a prospect asks you a question, your job is to feed it back to them to determine the level of importance of that particular issue and then adjust your responses. For instance, “Do you spar?” is an important question. Wouldn’t you like to know whether sparring is a positive or a negative to them first, before answering the question? If you answer, ” yes, we spar” and they are terrified or at least very concerned about sparring, you’re dead.

On the other hand, if they are ready and excited about sparring and you explain that sparring is for advanced students only because of safety and that they will have to learn six to nine months of techniques first, you’re dead again. However, if you ask them, “Is sparring something you’d like to do?” you can then tailor your answer to their interest.

Another common question is, “What style do you teach?” In the vast majority of cases, it doesn’t matter, but you better know that before you answer. If your response is, “Tae Kwon Do,” and their second cousin told them that Wing Chun Kung Fu is the style to look for, then you’re dead. But if you respond with, “Is their any particular style you’re interested in?” And then, if they say “Wing Chun Kung Fu,” your response should be, “What about Wing Chun interests you?” Then, either they will confess they have no idea what they are talking about or they will mention characteristic that they like and you can look for common ground.

If you answer the initial question without feeding it back what do you have? Nothing! Your goal is to get as much information as possible while giving as little as possible.

You must fish the question out to see the real reason they are asking it. The examples we used were in the context of an information call, but this is equally important in the enrollment conference and in just about any other encounter from a casual inquiry to an irate mother. Learn to feed the question back to gain more information.

 

How would you answer to the following questions from a prospective student?

•What style do you teach?

•Do you teach the philosophical part of karate too?

•Do you spar?

•Can I keep my current rank?

•How much are your classes? (first time)

How much are your classes? (second time)

How much are your classes? (third time)

Answers

⁃What style do you teach? Answer: Is there are particular style you’re interested in?

⁃Do you teach the philosophical part of karate too? Answer: Does that interest you?

⁃Do you spar? Answer: Do you like to spar?

⁃Can I keep my current rank? Answer: Is that important to you?

⁃How much are your classes? Answer: (The answers are in the order they are given. )[/text_block]