Selling for Coaches kicks off their 2006 Fall Member Training later this week, focusing on the topic of objections during the months of September, October and November. The topic was an overwhelming choice of SFC Members, who say they want training on how to recognize objections when they happen, …
How to Turn Prospect Objections Into Engaging Questions
In one of our popular recruiting books for college coaches, "Selling for Coaches", we spend some time talking to coaches about a great sales technique called "feel, felt, found." Lots of you have told me that you've used this line of reasoning with your prospects over the years, with good …
BOOK EXCERPT: Asking for the Sale
We've spent time this week talking about the importance of "asking for the sale" with your prospect.In our new book, "Selling for Coaches", we spend a good deal of time talking about how to "close the deal" with your prospect, what you need to watch out for, and good techniques to use when …
The Power of Persistence in Recruiting
There is an age old sales statistic that I've always found fascinating for two reasons. First, it makes a whole lot of sense. Secondly, most salespeople (and college sports recruiters) don't have the mental stamina, organization and drive to make it work for them. Here's the statistic: The …
Three Things Most Coaches Don’t Do When They’re Prospecting
A lot of you are gearing up for your recruiting efforts this week. I know that because our Selling for Coaches members that I talk to have been asking for some tips on how to approach this yearly task. I tell them they need to start doing a few things they're probably not doing.If you're a …