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Sales Basics

Sales Basics · November 5, 2007

Overcoming the Problem of Not Knowing When (or How) Your Prospect Will Make Their Final Decision

The question came from a coach in the back.I was in Texas doing an On-Campus Workshop, and this coach was really frustrated since he'd been recruiting a track and field prospect for two years.  Now, getting ready for yet another phone call with the prospect, he was getting nervous."I've been …

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Sales Basics · October 29, 2007

Can Coaches Be Nice AND Firm?

Ever catch a glimpse of Tony Dungy sitting on the sidelines during a football game?Dungy, of course, is the coach of last year's Super Bowl champs, the Indianapolis Colts. It crossed my mind that rarely does a coach in professional sports have the majority of fans rooting more for him than for …

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Sales Basics · October 29, 2007

6 Things That Can Make or Break Home Visits

It's that time of year in college athletics.  That's right...it's "home visit season".Sure, it's a lot like hunting.  You've got your ammo, you've scouted out the best hunting ground, and now your sights are set on your prospect.But there's a big hurdle remaining.  The home visit.  The trip, …

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Sales Basics · October 22, 2007

How Did One Championship Coach Finally Find His Inspiration?

If you've been a part of one or our On-Campus Workshops, you know that I use examples from the life and coaching philosophy of USC Trojans' football coach Pete Carroll.  He's a winner, and its always interesting to examine how they got to where they are now.For Pete Carroll, you can trace it all …

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Sales Basics · October 22, 2007

5 Recruiting Mistakes I Saw Last Week

Last week was "the week from hell".  Not a bad week, just incredibly busy.Don't get me wrong, I like to be busy.  But this was insane...Lots of phone calls with coaches.  Two On-Campus Workshops that were booked for later in November.  A trip to a college for some follow-up training.  And, …

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