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THIS WEEK: Hurricane Matthew reminds us; Gatekeepers; Trusted Sources; Sound Judgement; Reversing, “No, but…” Thinking
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..
“Today (8 Oct 2016), more than 9,000 Guard members from the Florida National Guard,Georgia National Guard, North Carolina National Guard and the South Carolina National Guard are on duty assisting local and state authorities responding to Hurricane Matthew.”
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
Fanatical Prospecting by Jeb Blount Chapter 17 “The Secret Lives of Gatekeepers”
RRNCO Language…the secret lives of Guidance Counselor secretaries, Front Office staff. Business clerks or secretaries
- Be likable
- Use please, please
- Be transparent
- Connect
- Hold the cheese
- Ask for help
- Change the game
- Call early or late
- Leverage social
- Meet them in person
- Send an e-mail
- Send a handwritten note
Hacks:
- The Calling -Other-Extension Hack
- The Salespeople-Help-Salespeople Hack
- Go-Around the Back Hack
*****Be Persistent!
79T TUNE UP (MOS Sustainment)
Zig Ziglar taught that buyers purchased
Zig Ziglar: 10 Quotes That Can Change Your Life
Zig Ziglar died today at age 86. A World War II veteran, Zig Ziglar became the top sales person in several organizations before striking out on his own as a motivational speaker and trainer. With a Southern charm and lessons grounded in Christianity, Ziglar wrote over two dozen books and amassed a following of millions who were encouraged by his lessons for success.
Below are 10 quotes from Zig Ziglar that have the power to completely change the direction of one’s life.
10) “Remember that failure is an event, not a person.”
9) “You will get all you want in life, if you help enough other people get what they want.”
8 ) “People often say motivation doesn’t last. Neither does bathing—that’s why we recommend it daily.”
7) “There has never been a statue erected to honor a critic.”
6) “People don’t buy for logical reasons. They buy for emotional reasons.”
5) “Expect the best. Prepare for the worst. Capitalize on what comes.”
4) “If you go looking for a friend, you’re going to find they’re scarce. If you go out to be a friend, you’ll find them everywhere.”
3) “A goal properly set is halfway reached.”
2) “Your attitude, not your aptitude, will determine your altitude.”
1)“If you can dream it, you can achieve it.”
Number 6 is the one I want to mention. SFC Ryan Araas, WYARNG, modified this quote and I think he is correct. He said, ““People buy for emotional reasons, grounded in logic confirmed by a trusted source.”
We need to ask ourselves, how have we connected our applicants emotionally to serving with us? How have we supported this with logic? One critical point to remember is that our applicants need to be fully prepared to leave your office and enter hostile territory. You need to help them prepare.
- Who have you already talked to about this possibility and have any of them been supportive?
- Do you have any close family members who have served in the military?
- Have any of your friends already joined the military?
- Do you know….list your RSP Soldiers.
LEADERSHIP LESSON: (Professional Development)
Chapter 5
5-2. The conceptual components affecting an Army leader’s intellect include—
- Mental agility.
- Sound judgment.
- Innovation.
- Interpersonal tact.
- Expertise.
SOUND JUDGMENT
5-6. Judgment requires the capacity to assess situations shrewdly and to draw rational conclusions. Consistent good judgment enables leaders to form sound opinions and make reliable estimates and sensible decisions. Leaders acquire experience through trial and error and by observing others. Learning from others can occur through mentoring and coaching by superiors, peers, and even subordinates (see Part Three).
5-7. Often, leaders must juggle facts, questionable data, and intuitive feelings to arrive at a quality decision. Good judgment informs the best decision for the situation. It is a key attribute of transforming knowledge into understanding and quality execution.
5-8. Judgment contributes to an ability to determine possible courses of action and decide what action to take. Before choosing, leaders consider the consequences. Some sources that aid judgment are senior leaders’ intents, desired outcomes, laws, regulations, experience, and values. Good judgment includes the ability to assess subordinates, peers, and the enemy for strengths and weaknesses to create appropriate solutions and action. Like mental agility, it is a critical part of problem solving and decisionmaking.
EXPERT BADGE TRAINING (those committed to their craft)
#168: Kelly Leonard—Reversing “No, But” Thinking
Kelly Leonard, Executive Vice President of The Second City—the world’s premier comedy theater and school of improvisation—joins us to discuss how the skills used in improv can easily transfer to leadership and business. He shares techniques that can help any organization develop innovators, encourage adaptable leaders, and build transformational businesses
CALL TO ACTION
- Identify a “gatekeeper” who has hindered your ability to communicate with a key school staff or business manager. Recommit to making new attempts at securing a meeting with this critical person.
- Ensure you include a time to prepare your applicants to leave your office and enter a potentially hostile territory. Link them with a support system that can help bolster their decision and become a trusted source.
- Re-listen to the Entreleadership podcast and consider how you can leverage applicants objections using the, “Yes, and…” statements.
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