College coaches, like many sales professionals, love to list reasons why their program is "better" than everyone else's. Better stadium, better schedule, better tradition, better weight room, better city, better degrees.Sales people are the same way. They love to rattle off the many benefits …
Book Excerpt: “Ask For the Sale, Coach”
"Asking for the sale" in the business world is the key to success (and employment!). Things aren't that much different in the college coaching world: If you don't "ask for the sale" when you're recruiting the athlete, you won't be signing many prospects...and that will certainly lead to …
Pressure Packed May for College Recruiters
So much for the lazy days of summer when it comes to college recruiting. The month of May, once a nice time to get out and see a few prospects that you would seriously begin recruiting a few months later, is now the time when many coaches are off and running at full speed ahead.May has turned …
Two Reasons You Want to Manage Expectations
Most experienced college coaches know the basics of what goes into recruiting a prospect. The mailings, the phone calls, the visit...and, hopefully, signing the prospects they want.But along the way, one important aspect of the recruiting relationship is often overlooked: Managing your …
Your Natural Style vs. Your Adapted Style
One of the more popular topics I touched on in our book "Selling for Coaches" is the subject of a coach's "natural style" versus a coach's "adapted style".As sales professionals, we all have "natural" and "adapted" styles. As I explain in the book, these styles revolve around the way we …