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THIS WEEK:  5000 Calls; Sales Lessons from the Olympics; Anticipate the Anxiety; Salesmanship; Bearing

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..

5000 Calls 

The difference between the amateur and the professional. Special recognition, award and member of 5000 club on website.

Advanced Selling Podcast:  Episode 412 Sales Lessons from the Olympics

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

Fanatical Prospecting, by Jeb Blount, Chapter 14

“When you are facing the potential of rejection, the fear you feel is real.

This is why you feel physically anxious before you ask. Your mind reels, palms sweat, stomach tightens, and muscles become tense as you subconsciously prepare for “no.” This is the root cause of your feeling of fear.

You have to teach your rational brain to tell your amygdala, or “reptilian” brain, that the threat isn’t real.

Start by learning to anticipate the anxiety that comes right before asking for what you want. Then practice managing your internal self-talk and outward physical reaction to that fear.

Courage, by the way, is just like a muscle. The more you exercise it, the stronger it gets.

The hardest part of asking is learning to ask and shut up. When you’ve asked for what you want, you’ve put it all out there and left yourself vulnerable to rejection. And what happens when you feel vulnerable? You try to protect yourself.

This is why, despite all of the alarm bells going off in your adrenaline-soaked mind, you must shut up and give your prospect room to answer.”

79T TUNE UP (MOS Sustainment)

Chapter 2 Recruiting Activity

2-1. General

America’s Army recruiting doctrine relies mainly on accepted sales techniques for recruiting the force. The major tasks and functions of ARNG RRNCO are similar to those of many civilian sales personnel. This chapter describes a system for ARNG personnel to apply sales techniques for recruitment. It introduces the ARNG RRNCOs to the following elements described in this pamphlet.

1. Product knowledge.
2. Time management.
3. Public speaking.
4. Market analysis and advertising.
5. Pre-Qualification.
6. Telephone techniques.
7. Sales psychology.
8. Comprehensive communication skills.

Section I Product Knowledge

2-2. Salesmanship

Influencing people to enlist is the art of military salesmanship. The ARNG RRNCO is a professional Soldier with the skills, knowledge, and techniques needed to meet with and qualify potential enlistees and influence them to enlist. Complete understanding of product knowledge will enable RRNCOs to respond confidently and with authority as a subject matter expert.

1. You must know your product. You must be able to approach a prospect; accurately assess his/her perception of immediate and long range goals; and present those features, benefits and options that can be tailored to satisfy his/her goals, needs, wants and desires. To do this, you must know your product and its many features and benefits. In the communities where you live and work, you are the ARNG. What you say is often taken as absolute fact. While it is not necessary to know what every ARNG opportunity entails or what every ARNG unit is like, you do have to know where to find that information. Do not guess. Several tools are at your disposal to help answer questions and present features about the ARNG.
2. The ARNG has a lot to offer today’s young men and women. The number and caliber of ARNG features and programs provide you, the ARNG RRNCO, with a sharp edge over the other services. Your ability to attract and enlist more highly qualified individuals will be enhanced by a profound knowledge of the programs and benefits that come with enlistment in the ARNG. Know your product. Practice talking about your product. Conduct role plays. Have confidence in the fact that you offer the best product available.

LEADERSHIP LESSON:  (Professional Development)

MILITARY AND PROFESSIONAL BEARING

4-4. Army leaders are expected to look and act as professionals. Soldiers and Army Civilians displaying an unprofessional appearance do not send a message of professionalism. Skillful use of professional bearing—fitness, courtesy, and proper military appearance—can help overcome difficult situations. A professional appearance and competence command respect.

EXPERT BADGE TRAINING (those committed to their craft)

Entreleadership:  Scheduling / Social Media

CALL TO ACTION

• Commit to the 5000 call challenge and communicate that to your FLL.

• How do you manage the feeling of fear?  What can you do in anticipation of the ask to help you stay calm and focussed?

• Do you talk too much….especially to overcome awkward silence when you really need to be quiet?

• Write down your explanation of the top 3 MOS choices in your local unit.  Now strip out all the military gargin and practice communicating them in from a civilian mindset.

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)