You throw them around all the time.You use them to sell your college, and you use them to combat a competitor’s advances.If you're a fan of classic television, Sgt. Joe Friday on the old "Dragnet" detective show was famous in asking for only these things.We’re talking about facts.But …
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 …
Strategies for Combating the Too-Close-To-Home Objection
In a previous article, we talked about some proven strategies for combating the "too-far-from-home" recruiting objection.You've all heard it before...a recruit you really want, and may have even been the one that initiated the first contact, tells you "no" because they've decided that you're too …
A Simple Question That Gets a Better Response
Most college recruiters make great efforts to tell their recruits to commit to them.Today, I'm going to show you that you might be taking the wrong approach with your prospects by doing that.And there's science to back-up what I'm about to reveal to you.It has to do with the very subtle …
Getting Past Your Prospect’s No
True story:A few years ago, my wife tells me (as I'm driving home from work) that a young man who had just sold a set of "really great" steak knives to her sister was coming over to our house to show us the set.After speeding through those stages of grief that you always read about at the …