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
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?
And then what?
What happened next?
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