TRAINING TUESDAY PODCAST 148 (79T Training; Resistance; Control)

Providing ongoing, mobile RRNCO sustainment training to stimulate success and promote professionalism.

THIS WEEK:  79T Training; Resistance; Control

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.

HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?

 

BEST PRACTICES – INTERVIEWS WITH THE DIRECTOR 54 ACHIEVER IN EACH STATE.

79T Training

NG Pam 601-1

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.

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

LEADS OTHERS

 USING COMPLIANCE AND COMMITMENT

METHODS OF INFLUENCE

  1. Pressure – explicit demands
  2. Legitimating – referring to one’s position or rank
  3. Exchange – offer to trade
  4. Personal appeals – friendship or loyalty
  5. Collaboration – leader cooperates in providing assistance
  6. Rational persuasion – evidence, logical argument or explanation
  7. Apprising – provides an explanation why request will benefit a follower
  8. Inspirational Appeals – leader fires us enthusiasm
  9. Participation – asks others to take part in addressing problem or meeting an objective

APPLICATION OF INFLUENCE

RESISTANCE

6-18. Diagnosis of the nature of the relationship and cause of opposition is a leader’s first response to resistance. Leaders should consider the nature of the relationship and degree of good will. If a negative rapport exists, resistance may show a lack of trust and need additional effort to establish a positive relationship. If a positive relationship exists, then resistance may reflect different interests or perceived pressure on well-being or autonomy. Resistance may stem from perceived threats associated with possible reduction in personal freedoms. This reaction occurs in instances when heavy pressure is applied and it can strengthen resistance to influence and more generally to any requests from the same source.

6-19. Leaders need to ensure all parties focus on a common understanding. Overt acknowledgement of resistance can help reduce it. Leaders increase receptivity to messages and build support for achieving goals by interrupting the other party’s focus on resistance. Refocusing on intended positive outcomes may sway negative mindsets and consume some of the energy fueling resistance.

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

 

SALES PSYCHOLOGY

SECRETS OF QUESTION BASED SELLING by TOM FREESE

Make sure you have listened to my interview with Tom Freese, Episode 126.

Chapter 11 Navigating the Sales Process

Status – Issue – Implication – Solution

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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