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Negotiating

Creative Approaches, Negotiating, Objections, Planning, Recruiting, Sales Basics · October 19, 2015

The Customer ISN’T Always Right (and Neither Are Your Recruits)

It was a revolutionary idea back in 1909.Harry Selfridge, an American entrepreneur who began Selfridge's Department Store in London at the turn of the century, coined the phrase - and the philosophy - that "the customer is always right."  It was meant to reassure retail shoppers at the time that …

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Closing, Negotiating, Persuasion · June 22, 2015

How To Be the Best Recruiter in the Shark Tank

Ever watch the CNBC show, Shark Tank?It's one of my favorite television shows, along with The Profit.  And just like the important recruiting lesson we gleaned from The Profit in a previous column, there's a fantastic example of how to lead a prospect through the recruiting decision making …

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Negotiating, Sales Basics, Technique · July 7, 2014

7 Ways to Amp-Up Your Visual Recruiting Message

When my wife's cell phone suddenly quit working yesterday, I jumped at the chance to earn a few points and rush to the cell phone store to talk about a replacement and return as the conquering hero.Back in the olden days, men would be expected to kill a buffalo to feed his family, or ride …

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Negotiating, Planning · March 18, 2013

The Question to Ask If Your Recruit Is Waiting for Money

The Spring is an odd time of year for coaches who aren't able to offer full athletic scholarships to their prospects (which includes the vast majority of college coaches around the country).You have the interest of your recruit, they've applied to your school, they know you want them.  And so now, …

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Deadlines, Negotiating, Psychology, Sales Basics · December 22, 2012

How to Get Your Prospect to Stop Believing in Santa

It's actually not as harsh as it sounds.In fact, it's something that is essential if you're the coach that is going to direct them most effectively as they maneuver through the often confusing recruiting process.A little clarification before we get to far into this idea:What I'm talking about …

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