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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.
Welcome, Idaho…1SG Justin Cole.
HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?
As a best business practice, you should contact 60 percent of your senior enrollment, 100 percent of your HS graduates and 100 percent of your junior enrollment by 26 February. Dynamic momentum can be infused into your HS prospecting program this month for the following reasons: It is the beginning of a new semester. For seniors, it is their last. Regardless of plans they may have made, they are now more aware of what this final semester indicates. The reality for many will mean they will be more open to the ARNG message than in previous contacts. Use your senior class ARNG recruits to assist in your efforts to prospect seniors! Juniors want something to do this summer. They want to earn money and they want to do something with their friends. The good reasons for enlisting during the junior year still apply, but they are looking for excitement. Encourage your junior class recruits to obtain prospects while you foster enthusiasm for a great program. Absences of teachers who are chaperoning field trips will provide opportunities to give additional presentations in the classrooms. These classroom incursions will be an addition to SEVs you have already planned.
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
6-30. Positive reinforcement such as tangible incentives (such as monetary rewards or time off) as well as intangible rewards (such as praise or recognition) can enhance motivation. Leaders can use healthy
competition to renew intensity, such as recognition for the most improved score, the top five finishes, or those working together best. Punishment can be used when there is an immediate need to discontinue dangerous or otherwise undesirable behavior. It can send a clear message about behavioral expectations and the consequences of violating those expectations. One caution is that punishment should be used sparingly and only in extreme cases because it can lead to resentment.
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 126.
Chapter 12 Turning Cold Calls into Lukewarm Calls
Nobody likes to make cold calls – interrupt others.
QBS methodology – pique the prospects 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
- Straight forward (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 we are responsible to connect with every junior and senior in the great state of WV”
- 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 contribute to the national security.”
- Humbling Disclaimer to Minimize Your Risk
- Did I catch you at a bad time?
- Don’t ask to 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
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)