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Providing ongoing, mobile RRNCO 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. What you do matters…..you make a difference.
SUCCESS SHARING:
SFC Beau Detrick – IL Director 54 / Citizen of the Year
SFC Adam Schwartz AKARNG Marketing Podcast on iTunes
HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?
79T Tune-Up
NGPAM 601-1
2-2. Salesmanship
2-3. History and the Role of the ARNG
2-4. ARNG Features
As an ARNG representative, your knowledge and use of the specialized product information about the available entitlements and benefits is essential to your credibility and success. The acronym (TEAMS) is used to remember ARNG features and benefits. The following is a short synopsis of ARNG product knowledge.t of the enlistment contract. Another feature of this training is that the enlistee does not have to pay for the training received. He/she gets paid a full-time salary for learning a skill.
- Education: The ARNG offers its Soldiers many opportunities to further their education. Military service affords individuals the opportunity to utilize several programs that can assist with tuition and also provide college-level credits. These benefits are provided through both State and federal programs. The following are some examples of ARNG education opportunities:
(1) Montgomery GI Bill: This program is administered through the Veterans Administration and provides participants with a monthly payment based on their enrollment status in an approved educational institution. Benefits can be received as a full-time or part-time student.
https://benefits.va.gov/gibill/
(2) Selective Reserve Incentive Program: The amount payable and the qualifying criteria can vary at times. See current AR 135-7 and current incentive policy letters for the dollar amount, critical skill list and critical unit list.
(3) State Tuition Waivers: Many states offer full or partial tuition waivers to ARNG members attending colleges and universities in the State. Although some states may require a brief waiting period and other residency requirements (i.e., voter registration, state driver’s license etc.), it still offers an excellent opportunity for many ARNG Soldiers to earn a tuition-free education. This is an excellent opportunity for those who wish to attend a college or university in another State, but could not otherwise afford it. See the ARNG Almanac or the youcannet.com for a current listing of State tuition waivers or talk with the State Education Services Officer (ESO).
(4) College Level Examination Program (CLEP): Many individuals with high Armed Forces Qualification Test (AFQT) scores, particularly in categories I and II, have the ability to pass CLEP tests. Each CLEP battery is worth 6 college hours. Individuals may take up to 5 CLEP batteries in a variety of subjects. The opportunity exists for gaining up to 30 college credit hours by simply passing the CLEP tests.
(5) Army Continuing Education System: This program offers college credits for some military training and experience. ARNG Soldiers may take advantage of this program by making application for evaluation of their military experience on DD Form 295, available through the State ESO. These programs are available through the cooperation of the military and various colleges.
State Education Office
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
Providing Purpose and Motivation
6-26. Motivation is the reason for doing something or the level of enthusiasm for doing it. Army leaders use the knowledge of what motivates others to influence those they lead. Understanding how motivation works provide insight into why people may take action and how strongly they are driven to act.
6-27. It is important for the leader to define ‘what’ and ‘why’ clearly. Subordinates should be able to start the process with the end in mind by knowing what success looks like and how they can track progress. Motivation increases when subordinates understand how their role relates to larger and more important outcomes. This is important because such links are not always obvious to subordinates.
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
SALESMANSHIP SEGMENT
SECRETS OF QUESTION-BASED SELLING by TOM FREESE
Make sure you have listened to my interview with Tom Freese, Episode 126.
Chapter 12 Turning Cold Calls into Lukewarm Calls
Nobody likes to make cold calls – interrupt others.
QBS methodology – pique the prospect’s curiosity
Calls are microcosm of the Sales Process
Generating interest; uncovering needs; presenting solutions
Must be purposeful, relevant, valuable, credible
Secret #107 In the strategic sale, the larger goal of making the sale is achieved by accomplishing a series of smaller successes along the way.
**We must be willing to do poorly everything we want to do well until we develop the necessary skills.**** Go to School!!!
4 Stages of a Lukewarm Sales Call
- Stage 1: Introduction
- Stage 2: Discovery
- Stage 3: Value Proposition
- Stage 4: Close on Next Step
Stage 1: Introduction
- Experienced salespeople are keenly aware that the beginning of the initial sales call is one of the highest hurdles in the sales process.
- Secret #108 Very few sales are consummated during the initial sales call, but this is where many sales opportunities are lost.
- Down to earth and considerate
- Identify yourself and your company
- Voicemail – Chapter 7 one of the curiosity strategies
- Straightforward (purposeful)
- Initially no small talk
- Titles are not as important as your role (team)
- “I am on the team, who reports to the Governor of WV, and is responsible to connect with WV junior and seniors….”
- Next – why you are calling
- “…to discuss their plans after high school and if they might benefit from serving in the WV ARNG; being a part of the State’s overall plan to provide disaster relief and at times part of the national security.”
- Humbling Disclaimer to Minimize Your Risk
- Did I catch you at a bad time?
- Don’t ask too early – must have stated why you are calling
- Wanted to see if it made sense for us to have a conversation.
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
