TRAINING TUESDAY PODCAST 050 (FANATICAL PROSPECTING; SELFLESS SERVICE; COLD CALL SCRIPTS)

Providing ongoing, mobile sustainment training to stimulate success and promote professionalism.

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Welcome to Tuesday Training Podcast…a conversation and collaboration between Army National Guard Recruiters.  This week, because of your efforts, lives will be changed, legacies will be started and generations will be impacted as you serve our citizens, by bringing the best and brightest into our organizations.  What you do matters…..you make a difference.

SUCCESS CIRCLE

SFC Michael Long, CA

Here is an article about SFC Long who was the top recruiter in California in 2015.  He is an ordinary guy who has applied his craft in an extraordinary way.  This article is really focussed on the 8 high school seniors in Marysville High School who completed Army Basic Training this last summer.  SFC Michael is a tremendous model of success for each of us.  

Article Link

 

PERPETUALLY PROSPECTING: (At our core we must be Prospectors)

Fanatical Prospecting, Chapter 1 “The Case for Prospecting”

Here are some quotes from Chapter 1.  

The brutal fact is the number one reason for failure in sales is an empty pipe, and, the root cause of an empty pipeline is the failure to prospect.”

“In sales there will always be something to complain about. That is just how it is. There will be obstacles, roadblocks, bad managers, rude prospects, product and service challenges, and changes to the commission plan. There will always be rejection. There will always be hard work. You can sit around and complain and whine, but trust me, you are only hurting yourself. It is critical that you awaken from the delusion that somehow you are going to be able to make prospecting easier and come to grips with the truth: If you had a choice between prospecting and swimming with sharks, you would choose the sharks.”

“In sales, business, and life, there are only three things you can control: Your Actions Your Reactions Your Mindset”

“I will not lie to you about prospecting. I am not going to promise you that I will make prospecting easier, eliminate rejection, or turn it into something that you will learn to love. Only you can make the decision to do the hard work, pick up the phone, approach strangers, and get past your own mental hang-ups. The choice to act, the choice to adopt a new mindset, is yours and yours alone.”

 

79T TUNE-UP: (Doing the basics well)

NG Pam 601-1, Appendix F

“January As a best business practice, you should contact 70 percent of your senior enrollment, 90 percent of your HS graduates and 65 percent of your junior enrollment by 31 January. Obtain a list of mid-term graduates and contact them as soon as possible. Turn up the tempo on contacting your juniors. Don’t forget to inform your HS counselors that juniors get two elective credits toward graduation for attending BT between their junior/senior year. Request a copy of System Procedures and Policies Handbook from the school board to verify this rule has not been rescinded or withdrawn. Contact your first-year college students to see if they returned to college.  Ask about their second semester financial situation.”

 

LEADERSHIP LESSON

ARDP 6-22, Chapter 3, ARMY VALUES

SELFLESS SERVICE: PUT THE WELFARE OF THE NATION, THE ARMY AND YOUR SUBORDINATES BEFORE YOUR OWN.

3-10. People often refer to the military as “the Service.” Selfless service means doing what is right for the nation, the Army, the organization, and subordinates. While the needs of the Army and the nation should come first, it does not imply leaders should neglect their Families or themselves. To the contrary, such neglect weakens a leader and can cause the Army more harm than good.

 

ARNG Values of the RRNCO

Selfless Service – Selfless Service means to put the needs of the applicant, the Guard and the Nation above your own.  We must work tirelessly to ensure that each person we enlist gets everything they were promised.  We must work hard to make sure our State is at a level of readiness that makes them effective in the fight.  We must work hard to see that our mission is accomplished.

 

EXPERT BADGE TRAINING (those committed to their craft)

Refer you to MSG Widner’s National Guard Train to Sustain the Recruiter Facebook group post titled Cold Calling Scripts:  Making Calls the Work.

Training Tuesday Podcast prospecting scripts (password:  prospectors)

 

King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)