Dan Tudor

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Finding Out if Your Prospect’s Objections Are RealMonday, November 29th, 2010

There is an often overlooked secret that coaches tend to ignore when it comes to seeking out and overcoming their prospect’s objections.

The secret involves listening. Really listening.

Why is that so important?

Simple: If your prospect’s objection is real, they will usually repeat that objection more than once during your conversation.  That’s a big indicator that whatever the objection is, its real…and it needs to be overcome before you can expect your prospect to begin to move towards any kind of commitment to you and your program.

Looking for this secret will also tell you if your prospect is stalling.  Letting your prospect talk out their feelings completely – without  interruption by you – will give you an accurate indication if they are stalling, or if their objections are indeed real.

Recognizing “stalls” is just as important as recognizing when your prospect is truly objecting to something.  Stalling by your prospect indicates that they have an unanswered objection that has not been satisfactorily addressed by you.  And it needs to be before you can expect to get deeper into the recruiting process with them.

How can you dig out a real objection?  If you think your prospect might be stalling, try using some questioning like this:

  • You’ve told me that you are having a problem with _________, but I get the feeling you might actually have something else on your mind. What could that be?”
  • “Don’t you really mean _________________ ?”
  • “Usually when an athlete tells me that, it means that they (objection). Is that the case with you?”
  • “Sometimes prospects that I talk to have a question about (objection). Is that something that’s on your mind?”

That’s not an exhaustive list, of course. But hopefully it gives you a good start when it comes to identifying an objection (a real objection, that is) and identifying stalls by your prospects.

Overcoming objections is the key factor in successful recruiting. That’s why we’re making sure our clients and coaches who take part in our On-Campus Workshops are getting the best training possible when it comes to overcoming objections. Whether you get training from us or become an expert on your own, learning to overcome objections is vital for your coaching and recruiting career.

5 Keys to Making Better Recruiting Phone CallsMonday, November 22nd, 2010

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Are Facebook Emails in Your Recruiting Future?Monday, November 22nd, 2010

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More Ideas on Incorporating Headlines Into Your Recruiting MessageMonday, November 15th, 2010

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Using Headlines to Captivate Your ProspectMonday, November 15th, 2010

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Killing Time-Sucking Vampires in Your OfficeMonday, November 8th, 2010

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One Way to Build Trust with Your ProspectsMonday, November 8th, 2010

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Straight Talk on Negative RecruitingTuesday, November 2nd, 2010

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  • Tudor University

    LEVEL 1 - Recruiting Foundations
    Through Level 1, you will learn some of the foundational skills and knowledge necessary to become a successful college athletic recruiter. At the end of each module there will be a quiz that must be passed with 85% or higher. In addition to the quiz, you must complete the Module Competency outlined at the end of each module. Both the quiz and module must be completed in order to move on to the next module.
    Module 1 Recruiting Letter Format-
    Unit 1 Recruiting Letter Format
    Module 2 How To Find Out What Your Prospect Isn't Telling You-
    Unit 1 How To Find Out What Your Prospect Isn't Telling You
    Module 3 Utilizing Social Media-
    Unit 1 Utilizing Social Media
    Module 4 Involving A Prospect's Parents-
    Unit 1 Involving A Prospect's Parents
    Module 5 Setting Fair And Firm Deadlines-
    Unit 1 Setting Fair And Firm Deadlines
    Module 6 Revising Your On-Campus Visits-
    Unit 1 Revising Your On-Campus Visits
    Module 7 Your First Contact-
    Unit 1 Your First Contact

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