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: Introduction Video; Diagnostic Questions; Money
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?
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
Stage 2 – Discovery
- From introduction to information gathering
- Transition: Instead of forcing the conversation – earn the right
- How familiar are you with the ARNG ***key wording*** 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.
- Narrow your scope for Credibility – See Chapter 9
- Open with a short series of diagnostic questions that establish your credibility
- Do this before asking any open-ended probing questions
- “Can I ask you a couple specifics about life as a high school student?”
- Use any social media or reference data to ask relevant questions
- 5-6 questions – easy to answer and not too deep or personal
- Leverage any information about the school
- “You are a junior, right?”
- “Do you have Johnson or Smith for English?”
- “Looks like you had a pretty good football season. You planning to play your senior year?”
- “Are you able to have a summer job or does something else take up your time?”
- “To what extent is going to college important to you?”
- Status – Issue – Implication – Solution
- Global Questions
- How do you mean?”
- What else?”
- Like what?”
- “And then what?”
- What happened next?
- How so?
- Avoid – vague questions
- What – why
- “You mentioned thinking about going to college – what has prompted that?”
- Open with a short series of diagnostic questions that establish your credibility
As a best business practice, you should contact 90 percent of your senior enrollment by 31 March. Continue contacts and follow up with juniors. Have the marketing NCO prepare certificates for those faculty and staff members who have aided you in your HS recruiting efforts. Present these certificates at a Center of Influence (COI) event. Continue to advertise in school newspapers and conduct class presentations. Award certificates of appreciation to key influencers throughout your HS of assignment.
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.
Training: The ARNG offers training in more than 250 entry jobs. Many of these skills are transferable directly into civilian occupations. Through ARNG training, individuals can earn experience toward their journeyman status in many of the trades. MOS’s also offer proficiency training in skills which are not usually available in the civilian sector. Military training also develops leadership, management skills, and self-discipline. These are qualities all civilian employers are looking for in potential employees. Military training is recognized as some of the most exact and up-to-date training available, and is guaranteed as a part 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.
(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.
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.
Money (pay, allowances, and benefits): The military has two types of pay. First, there is the actual pay that the individual receives at the end of each pay period. This is his/her paycheck. Secondly, deferred pay is the retirement benefit that accumulates for the individual after 20 or 30 years of service. Normally, most young prospects are not interested in deferred pay. They are interested in the present–what is in my pocket now? However, this does not mean that you should avoid discussing deferred pay with them. It is important. For some, it will be the deciding factor as to whether they join the ARNG or not. You must be able to discuss in detail what the actual pay of an individual in the ARNG encompasses. You must be able to tell the prospect that his or her pay will not be used for clothing and equipment, medical care, food, or retirement, which are normal civilian expenses that are paid for by the employee. These and other various services are available to the individual Soldier and are related to pay and benefits. For instance, you should discuss the exchange system, commissary benefits, space-a-travel, Soldier’s Group Life Insurance, survivor’s benefits, etc. These are all important and help make the ARNG Soldier a first-class citizen in every community. This is a lot of information, so be careful not to overwhelm the prospect. If the prospect is already sold on the ARNG, thanks to need satisfaction selling don’t go into all of this until after he/she is enlisted.
Service to country: The ARNG represents selfless service and a commitment to preserve our way of life. It encompasses all the aspects of the military experience, superimposed upon the desirable civilian life. It truly is a part-time job with full-time commitment and benefits. Enlistment means more than just membership. It creates a sense of belonging, of being an important part of a larger picture, charged with missions such as defending our nation against foreign and domestic enemies, assisting third world countries with various relief efforts, and providing local communities with valuable resources in response to natural disasters. There is a singleness of purpose with regard to accomplishing the ARNG mission that develops an unparalleled spirit of closeness and cooperation among Soldiers. This is one of the largest fraternal organizations in the world. With this background, an individual has friends all over the country. In the ARNG, we always have the feeling of belonging, with mutual interests and a common purpose: Service to country. The other areas a prospect could be interested in include travel, achievement, advancement, recreation, job satisfaction, and security. The key point to remember is that they all fall under the categories listed above. Achievement, advancement, and security are money related issues. Recreation and travel could be included with adventure. It’s not important to probe these areas separately.
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