Think about it, Coach:If we can define anxiety as "experiencing failure in advance of it happening", then the opposite definition must be true also, right?I'm talking about anticipation. When you're anticipating something, it's usually because you just can't wait for it to happen. Buying …
Reading Your Prospect’s Crunch Time Buying Signals
Now that a new school year is well under way, the real big wins (or big losses) are starting to happen for college programs.Coaches all over the country are entering the crucial weeks of the battle for this year's recruiting class, and even getting early positive (or negative) signs for the next …
Prospect Interest – Without Action – Is a Red Flag
Time and time again, coaches hear athletes talk about the actions they're going to be taking as the recruiting process moves forward.They seem excited, and why not? You're another college coach who just reached out and heaped praise on them for how well they're doing in their sport, and are …
How to Get Your Prospect to “Stay the Course”
There's a great deal of psychology that sales professionals use daily in their interactions with their prospects and clients. As a college sports recruiter, you can (and should) use the same kind of techniques to solidify your relationship with your athletic prospects.One such technique is what …
Using This Sales Technique to Be a Recruiting ‘Survivor’
You can have your Game of Thrones.For the last twenty years, Survivor has been appointment television at our house. It was the first reality show ever, and has never failed to entertain. The fact that you get to see real people interact with each other under extreme circumstances teaches you a …