You are currently viewing TRAINING TUESDAY PODCAST 070 (Sales Process, Prospecting, Be a Guide)

TRAINING TUESDAY PODCAST 070 (Sales Process, Prospecting, Be a Guide)

THIS WEEK:  My Best Feature; One Training Event; Games Are Us; Don’t Swing at Nothin’ Ugly; Be a Guide not a Hero


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… make a difference..


I have a distinct advantage of making those around me look good.  I would inevitably do something or say something foolish which would make you look very good.  

I have had several difficulties with my pricing the podcast.  I truly believe the value is significant but and I see the potential for this and other sustainment tools.  The difficulty is I do not have the staff nor time / nor desire to deal with a complexity of the contracting process.  I originally priced the podcast at a level that would require each state to get an Exception to Policy. I do not want every state to have to go through that process and it defeats the purpose to create a simple, shared community where we can grow our craft.  The NGR 601-1 says that you can purchase one training event for $2000 without getting an Exception to Policy.  So I am adjusting the price for an annual subscription to $2000 to make the building of this community and discussion as simple as possible.

PERPETUALLY PROSPECTING: (At our core we must be Prospectors)

FANATICAL PROSPECTING, by Jeb Blount CHAPTER 9 “Gather Information and Qualify”

“Whatever you do,” Coach Sandro admonished, “don’t swing at nothin’ ugly.”

From the outside looking in, it is obvious that these low-probability, ugly deals will never close and will divert the salesperson’s time and attention from better opportunities. Yet, in spite of the obvious signs, salespeople forge forward, either delusional or oblivious, placing these deals in their pipelines and projections, wasting endless hours working on ugly deals that will never close.

It begins with gathering information during prospecting. While setting an appointment is your primary objective with prospects you have already pre-qualified as potential buyers, gathering information is your primary objective with prospects you have not qualified.

  • Your drive as a sales professional should always be to spend your time with the most qualified prospects in your database. This means that you will want to:
  • Set appointments with the prospects that are highly qualified and/or in the buying window
  • Nurture the prospects that you’ve qualified but are not in the buying window
  • Gather information on the prospects for which you have some or no data so you can qualify their potential and learn their buying windows
  • Eliminate the prospect records that are bogus, out of business, too small, too big, or will never be buyers”

79T TUNE-UP: (Doing the basics well)

Games Are Us

5C SELLING:  Connect; Collect; Contribute; Confirm; Continue

You must know enough about your market to ask substantive questions to gather the information you need to provide a useful solution.  You can only contribute adequate solutions if you fully understand the unique life circumstances of the person you are serving.  

Think through the product you represent.  It is not enough to know the benefits and features of the Guard.  You must know how to most effectively communicate that information flowing from your experiences and background.  An answer to the question is rarely enough.  You must create an experience, tell a story, or give an example which shows the applicant.

EXPERT BADGE TRAINING (those committed to their craft)

Advanced Selling Podcast:

How do you create a sense of urgency for a prospect?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.

What is the true role of a sales professional?

Do you understand where your prospect is starting and where they are trying to go?

In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process.  One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.


  1. Is your intent to be a Guide or the Hero?  What is the difference between being a Guide and the Hero?  How can you tell your National Guard story differently so you are seen as the Guide?
  2. What is your commitment test you use to check to see if the
  3. Create 3 new questions you can use to increase your knowledge base of the applicants you are interviewing.  Also, generate 3 new ways you are going to communicate a benefit/feature using a story and /or experience.



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King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)

Doug Siggins

MSG (r) Doug Siggins facilitates Training Tuesday Podcast to cultivate, collaborate and celebrate RRNCO success.