There is an age old sales statistic that I've always found fascinating for two reasons.First, it makes a whole lot of sense. Secondly, most salespeople (and college sports recruiters) don't have the mental stamina, organization and drive to make it work for them.Here's the statistic: The …
Why SPIN Selling Works for Recruiters
What is "SPIN Selling"? Only one of the most effective sales techniques developed over the past decade or so. It's one of the most popular sales strategies developed for corporate sales teams, and is taught in most Fortune 500 sales training programs. Why? It works."SPIN" is an acronym for …
The Eight Things Your Prospect Wants
Whether you're talking about buying a new car, or "buying" a college program, your prospects make their decisions based on their "wants". Sure, needs also figure into a decision, but what they want takes priority. And, sometimes, their wants drive their needs.As a coach and recruiter, the …
Begging?
...now there's a strategy I hadn't thought of.From the Orlando Sentinel on the recruitment of UCLA's star hoopster, Jordan Farmar:Three years ago, Jordan Farmar spent a weekend at the University of Florida. Former Gators G Anthony Roberson hosted him, and when Farmar left, he seemed intent …
10 Ways To Be a Better Collaborative Negotiator
Last week's article was really popular with all of you. In fact, it was #3 all time in terms or the number of coaches who read the article.And a lot of you - 93 in all - requested the bonus video tips I offered at the end of last week's tip. I'll do the same this week, so if you missed out, …