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..
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- Perpetually Prospecting
- 79T Tune-Up
- Leadership Lesson
- Expert Badge Training
79T TUNE-UP: (Doing the basics well)
Interview with MSG Kristi Bryant of Oregon: Creating campaigns, being strategic and intentional, advice for a new recruiter, Team Awesome, high school graduate campaign.
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
5C CONVERSATIONS: CONNECT, COLLECT, CONTRIBUTE, CONFIRM, CONTINUE
Chapter 5, Fanatical Prospecting by Jeb Blount
We are in the middle of Chapter 5, “The More You Prospect, the Luckier You Get”. Jeb lays out 3 irrefutable laws of prospecting in this chapter. Last week we discussed the first law, The Universal Lay of Need. This week we will discuss law number 2….The 30-Day Rule.
Quotes from Chapter 5:
“Greg didn’t have a closing problem; he had a prospecting problem. He’d stopped prospecting in December and it was biting him in the rear in March.
Because he treated his slump as a closing technique issue rather than a prospecting issue, he continued to call on stale, dead-end prospects over and over again, unwilling to mentally admit that those deals were never going to close.
The irony was, as his frustration at not closing sales increased, he stopped prospecting altogether.
This death spiral is common and happens to the best salespeople. Let’s get real: It’s hard to find the energy and motivation to start prospecting when you feel like a loser.
The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day. The implication of the 30-Day Rule is simple. Miss a day of prospecting and it will tend to bite you sometime in the next 90 days. Miss a week and you will feel it in your commission check. Miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.”
Jeb Blount’s Sales Gravy podcast describing the 30-Day Rule: Listen
LEADERSHIP LESSON: (Professional Development)
“Best thing you can do to become a great recruiter is to become a great Soldier.” CSM Butz
4 PARTS OF ADRP 6-22
PART ONE: THE BASICS OF LEADERSHIP
PART TWO: THE ARMY LEADER: PERSON OF CHARACTER, PRESENCE AND INTELLECT
PART THREE: COMPETENCY-BASED LEADERSHIP FOR DIRECT THROUGH STRATEGIC LEVELS
PART FOUR: LEADING AT ORGANIZATIONAL AND STRATEGIC LEVELS
PERSONAL COURAGE: FACE FEAR, DANGER, OR ADVERSITY (PHYSICAL AND MORAL).
3-15. Personal courage is not the absence of fear. It is the ability to put fear aside and do what is necessary. Personal courage takes two forms: physical and moral. Effective leaders demonstrate both. Physical courage requires overcoming fears of bodily harm and doing one’s duty. It triggers bravery that allows a Soldier to take risks in combat in spite of the fear of wounds or even death.
3-16. Moral courage is the willingness to stand firm on values, principles, and convictions. It enables all leaders to stand up for what they believe is right, regardless of the consequences. Leaders, who take full responsibility for their decisions and actions even when things go wrong, display moral courage. Moral courage also expresses itself as candor. Candor means being frank, honest, and sincere with others. It requires impartiality and fairness.
EXPERT BADGE TRAINING (those committed to their craft)
Listen to this outstanding podcast on providing customer service. Whether we like to admit it or not we are in the customer service business. We have a variety of customers….our leadership, schools (counselors, teachers, coaches, parents), applicants and Soldiers. How we think about those groups will dramatically impact our effectiveness and usefulness. This podcast will help you think through what it would mean to provide excellent customer service.
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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