Reduce new-hire production delays, resource Performance-Improvement-Plans, and promote collaboration to increase ARNG enlistments by providing weekly audio sustainment training and an online training archive to retain our institutional knowledge.
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.
Shout out to SGT Zachary Brooks – Des Moines, IA Recruiting Team
HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?
What are you paying for your tuition? There are no free passes. We all know this as NCOs…we earn our stripes. Recruiting is no different. You must pay your dues/tuition.
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
4 Types of Questions: Status – Issue – Implication – Solution
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.”
- Familiarity – lowers defenses and can add to the “why”
- Need to tell the prospect “why” without unloading a bunch of features/benefits
- Personal Endorsements
- “Did Fred let you know I’d be calling?”
- Associative References
- Starting lower in the chain and working up
- Herd Momentum
- Credibility by association
- Discover what others are doing
- Glimpses of Value
- Dangle a few enticing benefits to see if they want to hear more about them
- 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.
Stage 2 – Discovery
- From introduction to information gathering
- Transition: Instead of forcing the conversation – earn the right
- How familiar are you with the ARNG ***keywording*** vs Have you ever heard
- Can I ask you a couple specifics about ________?
- Secret #112 By securing your prospect’s permission to proceed, you can expect more productive responses to your probing questions.
Adventure: The ARNG offers exciting challenges and adventures to young men and women. These may be realized through the undertaking of new and more difficult tasks, something the individual has never tried before. Working as a combat engineer, infantryman or special forces medic in the ARNG can be an exciting and rewarding experience, an adventure that will be remembered for a lifetime. The definition of adventure may differ from person to person, but whatever the adventure or challenge, the ARNG has a program to offer which can address the need.