Dan Tudor

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Persistent Recruiting Pays OffMonday, April 24th, 2006

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 average customer (athletic prospect) doesn’t buy something (sign with your school) until they’ve been asked to do so five times. Not once. Not twice. Not four times. Five times.

Why SPIN Selling Works for RecruitersMonday, April 17th, 2006

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 Situation, Problem, Implication and Need-Payoff.  Incorporating those four aspects into your daily recruiting efforts can pay off the same big dividends enjoyed by some of the nation’s most successful sales professionals. 

Here’s how to do it…

The Eight Things Your Prospect WantsMonday, April 10th, 2006

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 better you understand your prospect’s wants, the better chance you have of signing the athletes you really want.  It makes sense, doesn’t it?  The better you can see things from your prospect’s perspective, the better chance you’ll have in signing the prospect. 

Here are eight key motivators that drive the "wants" of your athletic prospect:

Begging?Monday, April 3rd, 2006

…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 on returning to Gainesville for his college career.

Funny then that when Florida played against UCLA on Monday night in the national championship game, Farmar emerged from the other sideline to start at point guard for the Bruins.

"I’m happy for Jordan," Florida Coach Billy Donovan said. "He’s gotten a lot better as a basketball player, as I knew he would. He’s a hard-working kid."

Farmar, who grew up in Los Angeles and attended Taft High School there, shied away from UCLA after turmoil there led to the dismissal of then-head coach Steve Lavin. But when the school hired Ben Howland, he made recruiting Farmar and fellow guard Arron Afflalo a top priority.

Howland says he met with Farmar, Farmar’s mother and his high school coach on the first day NCAA rules allow and promised an opportunity to start at guard.

"I begged him," Howland said. "Begged him. Groveled with him."

The last-ditch effort paid off. After choosing UCLA over UF and Gonzaga, Farmar has blossomed into a star, earning first-team All-Pac-10 honors this season.

* * * * * * * * *

I guess sometimes it comes to that, doesn’t it…

10 Ways To Be a Better Collaborative NegotiatorMonday, April 3rd, 2006

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, get in on it this week.

Because of the response to the "Manipulative vs. Collaborative Negotiating" topic from last week, I’m expanding on that subject this week.  So, here are ten ways to be a better collaborative negotiator…