THIS WEEK: Fast Track Recruiter Playbook; Brutal Contact Sport; Are You Delusional; Don’t Fear End Your Career
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..
AN INTERVIEW WITH DONOVAN WHITFIELD CREATOR OF THE PLAYBOOK
The PLAYBOOK is a multifaceted, time management tool specifically designed with you and your team’s mission in mind. Get your team back to the basics of recruiting. Not only is the PLAYBOOK the perfect time management tool to keep the recruiter on track for success, it also serves as a supervising tool in which monthly recruiting activities can be easily tracked and evaluated.
The PLAYBOOK allows the supervisor the opportunity to assess weak areas in the RRNCOs work plan and determine the appropriate solution, which may require on-the-spot training, future observation, refresher training, or mentoring.
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
FANATICAL PROSPECTING, BY JEB BLOUNT CHAPTER 9
“Prospecting, in many ways, is a brutal contact sport that shuns the nuance, art, and finesse of moving a deal through the sales pipe. To be effective, you’ve got to know what you want and ask for it. To be efficient, you’ve got to get in as many prospecting touches as possible during each prospecting block.
You’ve got to get to the point, ask for what you want, and move on to the next touch. Set an Appointment The most valuable activity in the sales process is a set appointment—no matter where you are in the pipe: initial meeting, discovery meetings, presentations, closing meetings, and so on.
“Call me maybe” and “Just stop by anytime” are not appointments. To believe that they are, and to put them on your calendar as such, is pure delusion, and, as we’ve already learned, in sales you cannot be delusional and successful at the same time.
Consider how much time is wasted driving to or calling into prospects who are not there because they never had a commitment to be there in the first place. Consider the emotional cost of believing you have firm commitments only to discover that you don’t.
Delusion gets you nowhere. So here is a simple rule: It is only an appointment when it is on your calendar and your prospect’s calendar and your prospect is expecting you to show up at a specific time, date, and place (physical or virtual).”
EXPERT BADGE TRAINING (those committed to their craft)
How to Overcome the Fear of Rejection
In this special podcast Anthony Iannarino and I discuss where the fear of rejection comes from, why we often fear the wrong things, and techniques you can use to keep the fear of rejection from derailing your sales career.
Download my free Goal Plannig Guide at http://www.freegoalsheet.com
CALL TO ACTION
- What percentage of your appointments are bogus appointments? How is a true appointment different than a bogus appointment?
- Do you have a personal planner which syncs with 79T best practices and is similar to the rest of the team? Log into http://www.fasttrackplanners.com/home.html and check out The Playbook?
- Let your leadership know you have benefited from Training Tuesday Podcast and want to be part of the conversation this coming year by purchasing an annual subscription.
TRAINING TUESDAY PODCAST:
Visit our webpage: www.trainingtuesdaypodcast.com for all archives and links to other fantastic training. You will also find several pages for you as a resource: photos (over 200 photos to use for your social media), scripts for cold calls (password required – email [email protected] for password), 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.
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