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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. What you do matters…..you make a difference.
Civilian Sales
Check out this new CNBC show: The Job Interview
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
6-6 Pressure – explicit demands
6-7 Legitimating – establish their authority
6-8 Exchange – offer to exchange
6-9 Personal appeals – appeals based on friendship or loyalty
6-10 Collaboration – cooperates in providing assistance
6-11. Rational persuasion requires the leader to provide evidence, logical arguments, or explanations showing how a request is relevant to the goal. This is often the first approach to gaining compliance or commitment from followers and is likely to be effective if the leader is recognized as an expert in the specialty area in which the influence occurs. Leaders often draw from their own experience to give reasons why some task can be accomplished because the leader has tried it and done it.
6-12. Apprising (apprise: to notify, inform or tell) happens when the leader explains why a request will benefit a follower, such as giving greater satisfaction in their work or performing a task a certain way that will save time. In contrast to exchange, the benefits are out of the control of the leader. A commander may use the apprising method to inform a newly assigned NCO that serving in a staff position, before serving as a platoon sergeant, could provide invaluable experience. The commander points out that the additional knowledge may help the NCO achieve higher performance and possibly lead to an accelerated promotion.
6-13 Inspirational appeals
6-14 Participation
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
CRAFT DEVELOPMENT
SECRETS OF QUESTION BASED SELLING by TOM FREESE
Make sure you have listened to my interview with Tom Freese, Episode 126.
Chapter 9 Escalating the Value of Your Sales Questions
Status (Diagnostic) – Issue – Implication – Solution
- Diagnostic Questions
- Issue Questions: get prospects to think about effects of an issue on them.
- To what extent is ___________________ important?
- What about?
- Going to college
- Getting the job you want
- Getting that job where you want to live
- Finishing college – only 56% ever finish
- When people look back at their college experience they seem to most often think about the friends they went with…Going to college with our friends
- Going to college with people your own age
- 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 0f 10 college graduates have student debt and the average debt is $30,000 per borrower….to what extent is graduating debt free important?
- Would a couple hundred dollars extra a month…
- Retirement
- Insurance
- 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?
- Can you help me understand that better?
- Solution
- If I can show you how to solve _____ would you be interested in learning about the solution.
HOTLINE: Leave voicemail to share ideas, celebrate success, solve a common problem, ask a question, correct an error 307-202-8031
