Episode 52…yes it has been a year! This episode includes RRNCO success, fear of interrupting, use the tools you have SASVAB, honor and belief.
Providing ongoing, mobile sustainment training to stimulate success and promote professionalism.
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: (Celebrating success)
Big appreciation to those who are battling the snow across the country. You may not be out driving the HEMTT pulling fire trucks out of the snow but you might have been instrumental in recruiting Soldiers who doing the important work.
SFC Christina Jones AR – business cards that look like a benefit check (Photos)
SSG Shane Steinhour SD – making calls on Saturday morning – scheduled 4 appointments. He is a new recruiter who is in an extremely difficult area and ahead of mission.
SSG Dan Rose OH – new recruiter, already at 150% mission, created a Military Corps Cadet club – Wednesdays at his high school and created JROTC type books for them through his marketing department.
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
We have been going through Fanatical Prospecting by Jeb Blount. Today we will briefly discuss Chapter 3 “To Cold Call or Not to Cold Call.”
“If you want sustained success in your sales career, if you want to maximize your income, then you’ve got to interrupt prospects.
This is what gets missed in all of the useless noise about how cold calling is dead. All of the talking heads who promise an easy way out if you’ll just join their little cult ignore the real reason that prospecting is so hard, no matter how you choose to do it. It has never been about degree of the call; it is has always been about the willingness on the part of the salesperson to interrupt.
Your prospect’s initial reaction to being interrupted—usually a brush-off or reflex response in a not-so-friendly tone of voice—feels like rejection. As a human it is natural to abhor rejection; we are social creatures at heart who desire to be accepted.
While training them, I observed the reps obsess over the unknowns, the “what ifs” of the highly qualified “warm” calls.
Reps are just afraid to make the call, not the cold call
Interrupting your prospect’s day is a fundamental building block of robust sales pipelines. No matter your prospecting approach, if you don’t interrupt relentlessly, your pipeline will be anemic.”
79T TUNE-UP: (Doing the basics well)
Last week we interviewed SFC Michael Long from CA. There were so many good points he brought up and he is winning at so many levels, I thought it was important to unpack a few of those areas.
We have been talking a lot about SEV. We first must use the tools you have been given. What was at the heart of his program? The SASVAB and CEP. Use the funding and resources that are at your disposal. All MEPS are wanting to expand their SASVAB population. All MEPS have trained professionals to help you communicate the SASVAB to your schools or at least help you understand the program better. You must be a student of your craft.
SASVAB is not just about taking another test and producing data. It is an instrument that can be used to produce tremendous insight and unique guidance for individuals. It will assist students to know more about themselves (skills, interests, work values) opening up substantial career exploration opportunities.
You must be a student of your craft and master your tools.
LEADERSHIP LESSON: (Professional Development)
“Best thing you can do to become a great recruiter is to become a great Soldier.” CSM Butz
HONOR: LIVE UP TO ARMY VALUES.
3-11. Honor provides the moral compass for character and personal conduct for all members of the Army. Honor holds the Army Values together. Honor requires a person to demonstrate an understanding of what is right. Military ceremonies recognizing individual and unit achievements demonstrate and reinforce the importance the Army places on honor. Living honorably, in line with the Army Values, sets an example for every member of the organization and contributes to an organization’s positive climate and morale.
3-12. How leaders conduct themselves and meet obligations define them as persons and leaders. In turn, how the Army meets the nation’s commitments defines the Army as an institution. Honor demands putting the Army Values above self-interest and above career and personal comfort. Honor gives the strength of will to live according to the Army Values, especially in the face of personal danger. It is not coincidence that our military’s highest award is the Medal of Honor. Its recipients clearly go beyond the call of duty.
ARNG RRNCO Honor – Honor is one of the most important values a Recruiting and Retention Non Commissioned Officer posses. Never forget you are an ambassador for the Army National Guard. Everything you say or do reflects not only upon yourself, but also upon your TEAM, your Region and your State. Remember yesterday, today and tomorrow, of the soldiers who did and will die in the line of duty. We owe these Guardsmen a debt of Honor. It is our responsibility to represent them in a way that would make them proud.
EXPERT BADGE TRAINING (those committed to their craft)
Building your belief in the ARNG, process, market. Focus on the history, legacy, and personal development.
TRAINING TUESDAY PODCAST:
Visit our webpage: www.trainingtuesdaypodcast.com for all archives, links to other fantastic training. Also several pages for you as a resource: photos (over 200 photos to use for your social media), scripts for cold calls, contact information, subscribe on iTunes or other podcast delivery apps.
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