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Closing

Closing, Strategy · March 16, 2014

Why Recruiting Rep #10 is ALWAYS the Most Important

Rep #10 of any workout is the toughest rep.Those are my pasty, skinny legs on repetition number ten at the gym this past week.  If my legs were the definition of college recruiting, I'd be out of a job.  I'm in the process of trying to undo years of sitting in front of a computer screen, flying …

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Closing, Questions, Timeline · January 14, 2013

When Your Timeline Doesn’t Match Your Prospect’s Timeline

They are common problems we see unfolding this time of year:You had set a deadline for your prospect to make a decision by last week, but mom and dad just emailed you to tell you that they really need to visit just one more campus at the end of the month.You have a verbal commitment from a …

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Closing, Questions · August 13, 2012

Getting Your Prospect Ready to Be Asked

The headline may have caused you to do a double-take.What do I mean "getting your prospect ready" to be asked?  Asked for what?A commitment.  You may not have realized it, but the more you prepare your recruit to be asked or a commitment to your program, the more likely you're going to get a …

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Closing, Effective Questioning, Strategy · November 14, 2011

Asking for the Commitment Without Really Asking for the Commitment

 I remember it well: Sitting in one of those annoying small little offices on the floor of a car dealership.An impromptu weekend test drive at the request of my wife many years ago had now turned into a three hour odyssey into the depths of everything that is mind-numbing about …

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Closing, Parents, Sales Basics · February 7, 2011

Where Should You “Ask for the Sale”?

When I was getting ready to ask my smokin' hot wife Teresa to marry me 19 years and 10 months ago, it took weeks of planning.It was going to happen at the beach.  It was going to happen at the end of the day at sunset.  And I was going to ask her at a peak overlooking the Pacific ocean, the same …

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