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MASTER BADGE TRAINING

ADVANCED SELLING SKILLS  (How to Sell Anything)

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MASTER BADGE TRAINING

TRAINING NOTES:  Momentum

Think momentum is an important concept.  We talk about momentum in sports and frequently in our recruiting environment.

Momentum implies movement…and more technically it is mass in movement.  In recruiting, movement translates into activities that are effectively producing results.

One of the analogies I like to use when talking about momentum is water skiing.  Once the skier is prepared, the operator of the boat must create momentum.  The boat must use a tremendous amount of fuel to propel the skier fast enough to get to the surface of the water.  Once the skier is on the surface the boat can be throttled back and the skier can enjoy the experience of water skiing.

Let’s say that at full throttle it takes a quarter of a mile to get the skier on top of the water to begin skiing.  If the driver doesn’t use full throttle and only uses half throttle it may take a full mile to build enough speed.  Hopefully the boat eventually gains enough speed that the skier can get on the surface.  There is a point where, no matter how far the boat travels, if the boat never gets going fast enough, no matter how much the skier wants to ski or even how good the skier is, they will never be able to ski.  Also once the skier does being to ski the boat must maintain momentum or the skier will sink.

Recruiting is similar in many ways.

• It takes a tremendous amount of effort applying sound basic principles to build enough momentum before (if ever) you can throttle back.
• If you don’t produce enough momentum, you may be able to be successful but it will take you a significant amount of time.
• What can hinder momentum
  1. Not enough power…not enough labor or effort
     1. Procrastination
     2. Doing only those things we are comfortable doing
     3. Poor attitude
     4. Poor processes (both sales processes and enlistment processes)
        1. Unplanned
        2. Unorganized
  2. Lacking focus
• Rapidly and thoroughly repeat the basic process
  1. Prospect
  2. Initial Appointment
     1. Connect
     2. Collect
     3. Contribute
     4. Continue

• Can never afford to let off the throttle.
• If you aren’t willing to put in the power/effort, no matter how long you recruit, you will never create any momentum.

If the blade is blunt, and one does not sharpen the edge, he must use more strength…but wisdom helps on to succeed.

Sharpen your blade this week, develop you craft, stay motivated and keep the throttle forward so your momentum remains and you can enjoy the journey.