A counsellor decides whether an enquiry becomes an admission.
Students and parents have doubts about fees, approvals and value. The counsellor on the call is the one who answers them. When that person explains clearly, listens first and follows up on time, more enquiries turn into enrolments.
UniversityJano guides students through regular, online and certification courses every day. This training brings that counselling experience to your team.
Problems we fix in counselling teams
If you recognise even a few of these in your team, the training is built for you.
Slow or generic first reply
Enquiries wait for hours, then get a copied brochure message instead of a real conversation.
Pitching before listening
The counsellor starts explaining the programme without knowing what the student actually needs.
Fear of the fee conversation
Counsellors avoid talking about fees, or state them in a way that raises doubts.
Weak answers to objections
Doubts about fees, validity and placements get defensive replies and the student goes quiet.
Overpromising
Promises such as guaranteed jobs win a call but cause cancellations, complaints and a damaged reputation.
No follow-up routine
Interested students are forgotten after one call because there is no system for the next step.
The curriculum, in the order a conversation happens
Each stage of the counselling journey has its own skill. We work through them one by one with your team, with practice at every stage.
Replying to the first enquiry
The first message sets the tone for the whole conversation.
- Reply quickly and personally, not with a copy-paste brochure
- Open a conversation with a question the student can answer
- Move the student from form or chat to a proper call
Understanding the student
The right recommendation starts with the right questions.
- Discovery questions about goals, work status, budget and timeline
- Finding out who really decides, including parents and employers
- Matching the student to the right programme instead of the easiest one
Explaining the programme
Accurate information builds trust faster than any pitch.
- A clear order for explaining eligibility, approvals, exam mode and fees
- Where students can verify approvals, such as the official UGC-DEB portal
- What to say when the counsellor does not know the answer
Handling objections
An objection usually means the student is still interested but unsure.
- Acknowledge the doubt, ask what is behind it, then answer
- Honest replies on fees, validity, placements and competitors
- Staying calm and polite when the student pushes back
Talking about fees and EMI
Money conversations go well when they are plain and complete.
- Stating the total fee clearly before talking about instalments
- Presenting EMI as a payment option, not as a lower price
- Mentioning any extra costs upfront, so there are no surprises
Following up
Most admissions are closed in the follow-up, not the first call.
- A simple follow-up schedule your whole team can use
- Messages that add value instead of repeating "any update?"
- Handling "I will think about it" and reviving cold leads
Closing the admission
The sale is not done until the student is enrolled and settled.
- Guiding the student through documents, application and payment
- Keeping the student comfortable between payment and first class
- Asking happy students for referrals
- Throughout: honest counselling. No false promises such as guaranteed placements, because trust protects your institution's name.
Objection handling, up close
Five doubts counsellors hear every week, and how a trained counsellor approaches each one.
"Fees zyada hai."
Defends the price or repeats the number.
Acknowledges the concern, asks about budget, explains the total fee and then the payment options.
"Kya online degree valid hai?"
Says "Haan haan, bilkul valid hai" and moves on.
Explains the approvals clearly and shows the student how to verify them on the official portal.
"Placement guarantee hai?"
Promises a job to win the admission.
Explains what placement support is, what it is not, and never promises a job.
"Soch ke batata hoon."
Ends the call and never follows up.
Asks what is still unclear, answers it, and fixes a time for the next conversation.
"Dusri university sasti hai."
Runs down the competitor.
Compares fairly on approval, curriculum, support and total cost, and helps the student decide.
These are illustrative approaches. In the training, your team practises them in their own words, on your programmes.
Who this training is for
Universities
Admission teams handling enquiries for regular and online programmes who want better conversion from enquiry to enrolment.
Colleges
Counselling and admission staff who need one clear, consistent way to present courses, fees and eligibility to students and parents.
EdTech companies
Sales and counselling teams who speak to students daily and want stronger conversations, follow-up and closing.
Training that fits your team's level
The topics stay the same. The depth and focus change with who is in the room.
New counsellors
Joined recently or still learning the role
- How a counselling call flows
- Programme knowledge and clear explanations
- Basic questions to ask every student
- Confidence on fee and EMI talks
Experienced counsellors
Already on calls, aiming for better conversion
- Advanced objection handling
- Closing and follow-up discipline
- Handling parents and multiple decision makers
- Reviving cold and lost leads
Team leaders and managers
Responsible for a team's numbers
- Coaching counsellors on real calls
- Reviewing calls and chats with a clear checklist
- Setting follow-up and quality standards
- Tracking the right numbers
How the sessions run
Counselling is a speaking skill, so the sessions are built around practice, not slides.
Format and duration are planned after a short call about your team and goals.
- Real counselling scenariosExamples taken from higher education counselling, not generic sales theory.
- Role-play with feedbackCounsellors practise live conversations and get clear, practical feedback.
- Reusable checklistsSimple call structures and checklists your team can keep using after the session.
- Your programmes, your examplesTell us what you sell and we build the scenarios around it.
How to know the training is working
We help you pick a few simple numbers to watch before and after the training.
Trained by someone who has sold higher education for 10+ years.
The sessions are led personally by the founder of UniversityJano. That experience includes admission counselling for regular, online and certification courses and working with many universities. What your team learns comes from real counselling and sales work, not from theory.
What training can and cannot do
What your team gains
- Clearer, more confident student conversations
- Better answers to fee, approval and value questions
- A steady follow-up habit
- Counselling that students and parents can trust
What it cannot promise
- A fixed number of admissions
- Results that ignore your programmes, pricing and lead quality
How to get started
Message us on WhatsApp with your organisation name and team size.
Tell us what you want to improve, such as conversion, objections or follow-up.
We plan the topics, format and duration around your team.
Your counsellors complete the training and use it in daily calls.
Counsellor training FAQs
Who is this counsellor training for?
It is built for admission and sales teams at universities, colleges and edtech companies, including new counsellors, experienced counsellors and team leaders.
Who conducts the training?
The training is led personally by the founder of UniversityJano, who has 10+ years of experience in higher education sales.
What will my counsellors learn?
Replying to enquiries, understanding students, explaining programmes accurately, handling objections, fee and EMI conversations, follow-up, and closing with honest counselling.
Do you train new counsellors as well as experienced ones?
Yes. The focus changes with the team: basics for new counsellors, conversion skills for experienced ones, and call review and coaching for team leaders.
Can the training use our own programmes as examples?
Yes. Tell us which programmes your team sells and we plan the examples and scenarios around them.
How long is the training and where is it held?
Format and duration are agreed after a short call about your team and goals. Message us on WhatsApp to discuss.
What does the training cost?
The cost depends on team size, format and duration. Message us on WhatsApp for a quote.
Will the training guarantee more admissions?
No training can guarantee a fixed number of admissions. It improves your counsellors' skills, while results also depend on your programmes, pricing and lead quality.
How do I get started?
Send us a message on WhatsApp with your organisation name, team size and what you want to improve. We will come back with a plan.