Staff Academy lesson 2 of 12
Discover the goal behind the inquiry
Ask a few useful questions so the school can recommend the right program and experience instead of assuming what the visitor needs.
Learning objective
Staff can summarize the person’s goal, timing, concern, and desired next step in plain language.
Sample language
“What made now the right time to look for martial arts, and what would make this feel worthwhile three months from now?”
Use this as a structure. Replace every bracketed field and follow the school’s approved terms and language.
Coaching points
- Ask one question at a time and listen before matching a program.
- Clarify who is making the decision and who will attend.
- Do not diagnose medical, behavioral, or learning needs.
- Record the visitor’s words rather than rewriting them as sales jargon.
Practice scenario
An adult says they want “fitness and confidence” but is worried they are too out of shape to start.
Role-play scorecard
- Asked an open question
- Reflected the stated goal
- Clarified a concern
- Avoided unsupported promises
Apply it to real work
Add a specific stated goal and concern to one active lead record.
Completion evidence: The lead record contains a useful goal, concern, and next action.