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THIS WEEK: SSG ARROYAVE’S (SC) DRONE VIDEO; KNOW YOUR NUMBERS LIKE A PRO; ALLY OR ENEMY
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..
AGENDA:
- Success Circle
- Perpetually Prospecting
- Expert Badge Training
- Bill Board
SUCCESS CIRCLE:
SSG Elvis Arroyave SC (https://www.facebook.com/elvis.arroyave.5)
An interview with SSG Arroyave who used a drone to produce an excellent video of RSP Drill and school activities.
Facebook link to the drone video: https://www.facebook.com/elvis.arroyave.5/posts/601942079962194?pnref=story
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
FANATICAL PROSPECTING, Jeb Blount (www.salesgravy.com), Chapter 6 “Know Your Numbers Managing Your Ratios”
“It is no different in sales. Elite salespeople, like elite athletes, track everything.
At any given moment, you should know how many calls, contacts, e-mails, responses, appointments, and sales you have made. You should track social prospecting activity on sites like LinkedIn, text messages sent, and even smoke signals (if that is relevant). You should measure how many new prospects or new information points you’ve gathered about existing prospects that you’ve added to your database. Once you are tracking your numbers consistently, the door is opened to an honest assessment of both the efficiency and the effectiveness of your sales activities.
Efficiency + Effectiveness = Performance E + E = P
Without a doubt, there are dozens of variables that drive efficiency and effectiveness for every potential prospecting channel. Those variables include the quality of the list you are working from, industry vertical, time of day, time of year, day of week, decision-maker role of your contact, product or service, complex sale versus transactional, call objective, prospecting channel, quality of your approach, methodology, message, confidence, your mindset, and much more.
This is why you must gather the courage and self-discipline to track, analyze, and make regular adjustments based on your prospecting performance stats. Keeping count keeps you grounded in reality and focused on your daily goal. It ensures that you remain honest with yourself about where you really stand against your targets and what you need to do or sacrifice to get back on track if you are missing your number.
At the conclusion of our short coaching session, he said that it felt like he had made far more calls than he actually had. Because he hadn’t been visually tracking his activity, he had no idea where he stood.
Because he failed to track his activity (basically allowing the system to do it for him), he had no visibility into what was actually happening with his prospecting activity. With his emotions reeling, he lost touch with reality and deluded himself into believing that he was being productive.
The majority of salespeople don’t track their numbers. Why? Because it is so much easier to delude themselves into thinking that they have made far more calls or prospecting touches than they have really made. The false comfort of delusion is warm and fuzzy and far more inviting than the cold edge of reality.
When you choose delusion over reality, you are making a conscious choice to not only lie to yourself but to lower your standards and performance. Reality is the realm of superstars, and joining reality is one of the first steps you’ll need to take on the road to developing a fanatical prospecting mindset.”
EXPERT BADGE TRAINING (those committed to their craft)
Episode #367 Increasing Prospective Conversation
Jargon, Change Perspective: Ally or Enemy, Superior Product, Engaging in Truth, Make Them Part of Solution, Take the Long Way Around
BILLBOARD:
Nationwide Army AGR Vacancy Announcement in AZ
1SG, E7(P)-E8 NCOIC, E6-E7 Marketing NCO.
If you are interested in discovering more about these opportunities:
(https://dema.az.gov/careers/
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.
If you know of new NCOIC or RRNCO who are not receiving the podcast let me know and I will add them to the distribution list.
I love to hear from you each week so email me at [email protected] or connect with me on Facebook (Master Sergeant Siggins), Twitter (MSGSiggins) or LInkedIn.
