say, make them buy the product or service they are selling. A
simple counter-force device is one of the most powerful psy-
chological stressors known to man: silence.
A salesperson will ask a closing question like, “Would you
like to take the shoes home?” When the customer doesn’t
answer right away, say fifteen seconds, the timid salesperson
can’t stand the pressure of no one talking and breaks the
silence. The moment he or she starts talking, the sale is lost.
The wise and courageous salesperson remains silent and
forces the customer to talk first. When the customer talks,
often he or she says yes.
Sometimes the coach will ask a question. This is a good sign.
- It demonstrates the coach’s interest in you.
- It provides you the opportunity to ask another closing
question.
A coach may ask a question similar to “I can’t go $2,000. If I
could increase the award letter by $1,000 would that be okay?”
Now the coach has asked a closing question. That is to say, he
wants you to say yes. That’s in his/her best interest.
Only you know the answer to this or a similar question. If
your answer is no; say no. Now the ball is back in the coach’s
court. If you sense the coach is bluffing with that type of ques-
tion, be quiet.
Colleges give away close to $12 billion of their own funds
for financial aid each year. If you want more money (a dis-
count on tuition) than what you are initially offered, you
must ask for it. Otherwise your financial aid package will not
be increased. And if there is additional financial aid available,
it will go to someone else who did ask for it.
If the coach suggests that you sign either of the documents
(Athletic Tender or Financial Aid Award Letter) you must
118 The Sports Scholarships Insider’s Guide