Effective Counseling

Counseling

Why do students go for Professional qualifications

• For knowledge, better career opportunity, increases his/her Value in market.

• For special skills and expertise to grow professionally.

• Remain updated or peer pressure or social status.

Quote by Peter Drucker

“Would you please tell me which way I ought to go from here?”

asked Asha.

“That depends on where you want to reach,” answered the cat.

Why we Counsel?

Help students - to analyze his needs- to identify options- to evaluate and analyze the options and -to guide their decisions in their best interest.

Goals of Counseling• To make the

student feel comfortable and more confident by the end of the session.

• To help develop new perspectives on his concerns, and new ideas on how to resolve them.

Counseling Ambience

• Counseling room should look professional

• Counselor should dress professional

• Counselor should speak professional

• Probing

• Open ended questions

• Objections handling

• Close Ended questions…

• Commitment obtaining

Using the funneling technique

Effective Counseling

• Invite with a smile

• Offer a glass of water / cup of tea

• Introduce yourself

• Enquire what can you do for him

• Probe more about his academic profile

• Probe about his family’s academic profile

• Record his personal details in SDF


• Enquire into his aspirations/ ambitions• Put open ended questions• Assess his needs and record his needs (on

the reverse of SDF)• Discuss his needs sequentially• Help him get the clarity on his needs• Build his aspirations & set goals• Provide all possible options to achieve goals• Discuss options vis-à-vis his needs

Customer Perception

* Exercise: Put yourself in your customer’s shoes!


• Freeze on best option acceptable to him

• Correlate features of the best option to INC

• Explain benefits of INC features

• Assess his acceptance level of INC


• Put close ended questions to assess

• Close with appointment for next interaction with him & parent

Objection Handling

Objections????

• When do you have objections?– Only when the prospect is contemplating

buying

• Use objections as a means to reach a closure

• Do not withdraw or become defensive when faced with objections

Objection handling

• Listen– Use active listening methods, nodding and physically showing

interest • Question

– Ask appropriate questions• Think • Handle

– use the objection-handling method that you believe will work best

• Check– Ask if you have answered their question. Ask if there are any

more concerns

Information to gather (Probing)

• Academic profile and background• Test scores (% of marks)• Career focus• Location of his residence• Affordability position

(Pl. spend as little time as possible on the above aspects. But still it is very much important to know all these details)

Step - 1

- What is your career ambition?- Where do you want to see yourself?- Do you know the ways and means to reach there?- Which are the programs / Institutions in your mind?

What information to provide• Highlight ICFAI profile• Showcase ICFAI publications• Pan India Network of INC• Academic Process (cirriculum & methodology)

• Advantage SIP• Career prospects & Placement assistance

(record)• Scholarship opportunities • Admission process

• Employers often focus more on mindset & communication skills than degree– Internships, part-time work related to

field– Leadership skills– Speaking, Writing skills

Employers Need

Do Don’tSupport your point with examples & details.

Criticize or Judge other colleges

Understand the student in his own context.

List all programs offered by other colleges; that information is available to the students on the web.

Ask the basic information of the student (e.g., his academic background, % of marks, career aspirations, reasons for.

Assume that all walk ins are focusing on INC.

Ask how did he come to know about INC.

Comment on the student's appearance and his English speaking skills.

Explain circumstances that has enhanced the INC reputation/ affected the student's performance (within your rights given confidentiality constraints).

Keep in mind that the counselor recommendation is used as a road map to arrive at any decision. Suggest or advice after fully understanding his/her limitations/hurdles etc.

Any Questions

Thank You

Technology

Effective Counseling