TRAINING TUESDAY PODCAST 145 (PERSONAL APPEAL; COLLABORATION; TOM FREESE AND QBS)

TRAINING TUESDAY PODCAST 145 (PERSONAL APPEAL; COLLABORATION; TOM FREESE AND QBS)

 

Leadership Lesson ADRP 6-22

PART ONE: THE BASIS OF LEADERSHIP

CHAPTER 1:  FUNDAMENTALS OF LEADERSHIP

CHAPTER 2:  ROLES AND LEVELS OF LEADERSHIP

PART TWO: THE ARMY LEADER: PERSON OF CHARACTER, PRESENCE, AND INTELLECT

CHAPTER 3: CHARACTER

CHAPTER 4:  PRESENCE

CHAPTER 5:  INTELLECT

PART THREE:  COMPETENCY-BASED LEADERSHIP FOR DIRECT THROUGH STRATEGIC LEVELS

CHAPTER 6:  LEADS

Methods of Influence:

6-9. Personal appeals occur when the leader asks the follower to comply with a request based on friendship or loyalty. This may be useful in a difficult situation when mutual trust is the key to success. The leader appeals to the follower by highlighting special talents and professional trust for encouragement before taking on a tough mission. An S3 might ask a staff officer to brief at an important commander’s conference if the S3 knows the staff officer will do the best job conveying information.

6-10. Collaboration occurs when the leader cooperates in providing assistance or resources to carry out a directive or request. The leader makes the choice more attractive by being prepared to step in and resolve problems. A major planning effort before a deployment for humanitarian assistance would require possible collaboration with unified action partners.

 

CHAPTER 7:  DEVELOPS

CHAPTER 8:  ACHIEVES

CHAPTER 9:  LEADERSHIP IN PRACTICE

PART FOUR:  LEADING AT ORGANIZATIONAL AND STRATEGIC LEVELS

CHAPTER 10:  ORGANIZATIONAL LEADERSHIP

CHAPTER 11:  STRATEGIC LEADERSHIP

 

RRNCO DEVELOPMENT

SECRETS OF QUESTION BASED SELLING by TOM FREESE

Make sure you have listened to my interview with Tom Freese, Episode 124.

Chapter 9 Escalating the Value of Your Sales Questions

 

Status – Issue – Implication – Solution

 

  • Diagnostic Questions
  • Issue Questions:  get prospects to think about effects of an issue on them.

To what extent is ___________________ important?

Going to college

Getting the job you want

Getting that job where you want to live

Finishing college – only 56% ever finish

Going to college with our friends

Going to college with people your own age

Finishing college debt free

Learning to lead people so you don’t always have to be the guy being told what to do

According to the Bureau of Labor Statistics people have 12 different jobs in their lifetime and that number is climbing…To what extent is having multiple skills to fall back on

7 of 10 college graduates have student debt and the average debt is $30,000 per borrower….to what extent is graduating debt free important?

  • Implication of that issue.   Probe further with each issue – 3 questions

How do you mean?

How so?

And then what?

Like what?

What happened next?

HOTLINE:  Leave voicemail to share ideas, celebrate success, solve a common problem, ask a question, correct an error  307-202-8031

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.
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