Selling Calls

[Rob1968]

In sales, there is what one might call, an "assumed close." For example, "Would you like to pay for that with cash or a credit card?" In such a case, the sale person presents, in a simple and confident way, the request for the exchange of goods/services for payment, without asking if the buyer has decided to buy the item/service.

Often, in officiating, when an official is sure of the call, and that most of the interested parties can see and understand the call, no "selling" is needed - just the appropriate signals. And, in fact, to sell such a call, may be interpreted as an attempt to convince oneself and any observers, that he/she got the call right. Indeed, to "oversell" a call, or to oversell the obvious calls, can lead to less confidence in the observers, regarding the competence and confidence of the official. It may be likened to the "little boy who cried wolf" situation.

I use three variants of the NFHS PC foul signal, in a block/charge call. The obvious nature of such a call, determines which method I use. And, I am most emphatic in expressing (selling) either the block signal, or the charge/PC signal, when I sense that the offended player needs to know that he/she is rewarded, so as to allay any feelings they may be showing, that they need to retaliate.

A calm, confident presentation of the correct signals, most often demonstrates to the coaches, players and fans, that the official has "been there, seen that, before."

Recently, as I reported a block call against his player, that my partner couldn't see, he being straight-lined, the coach asked, "Hey Rob, have you ever been wrong on a call?" I answered, with a smile, "Well, once I thought I might have been wrong, but when we reviewed the video, I was mistaken!" We both chuckled, and the game continued.