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?
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SGT Golay IAARNG / SGT Brooks IAARNG
SECRETS OF QUESTION BASED SELLING by TOM FREESE
Make sure you have listened to my interview with Tom Freese, Episode 126.
Chapter 14 Re-Engineering the Elevator Pitch
Most sales discussion take on a SAP format
There is profit in the PAS format.
Problem == Implications
- Will you be attending where you want to attend rather than where you can afford to attend?
- How important is it to attend school with peers?
- How much easier would keeping your grades up if you don’t need and extra job – stay focussed?
- One of the college killers is developing bad habits. Would it be helpful to have a support group helping you so you don’t fall into bad habits?
- Most college students graduate in dept. To what extent would keeping the average loan payment of over $500 a month be helpful to you getting your life started?
- Lots of college graduates have strong resumes when they start looking for jobs. How do you think being able to put military service on your resume would impact your job chances?
Alternatives: don’t hesitate to bring up and discuss alternative ways to deal with the problems you have discussed.
Proactively raising potential alternatives in order to position them away as not the most effective.
Secret # 136 Your value propositions gets stronger if you can successfully position away other alternatives as not the bes solution.
“There are several ways of ….
This is not bad mouthing the competition….it is “subtly poisoning”.
What are alternatives:
Delay of decision
Life just becomes more complex
Stack instead of combine
The benefit is in being an “and” not “or”.
Make a fatal or limiting decision.
Once a final decision is made – it can be fatal to all other options.
Wait until you need the resource
Come in when they need extra money, insurance or job training but the need is critical.
2-9. Work Plans
The long term, mid-term, and short term work plans are the sum of the several elements of the recruiting and retention program. Using the established objectives, the area analysis on the Strength Maintenance Area Information Model and the goals established from the ARNG school programs in Chapter 6, etc., the RRNCO establishes the long and mid-term work plans and enters them on the Recruiter Work Station (RWS), Microsoft Outlook calendar program. The short-term plans include the tasks that will ensure success. The issue of an ARNG planning guide or any other commercially available planning guide is required for adequate time management
2-10. Long-Term Plans (Yearly)
Each RRNCO will develop an annual work plan that lists the major goals in functional terms. See example of calendar at Appendix B.
2-11. Mid-Term Plans (Monthly-Quarterly)
The next step is to develop a monthly-quarterly (3 months) plan. Using three of the monthly calendars from your planning guide list the major activities for each month. From this point on, there are two important points to remember:
- Start at the end of each month, review your projected and completed activities and then post the next 3 months.
- Whenever a task changes, a new task is planned, or a goal or bit of information is received, record it on the appropriate calendar.
2-12. Short-Term Plans (Daily/Weekly)
Each week the RRNCO uses the monthly calendar in Microsoft Outlook program to make initial daily entries and to plan the week. The daily/weekly work plan provides several important benefits to the RRNCOs and supervisors such as:
- Provides a reminder to check mid- and long-term plans.
- Serves as a reminder to crosscheck prospects and COI files, school programs, for scheduled
- Shows the recruiter whether or not time is being effectively managed and used.
- Provides a personal log of all activities.
- Can serve as the basis for better planning when establishing future goals and work plans.
- Provides a daily record of contacts, appointments and enlistments.
- Best comprehensive planning tool is the Army National Guard Recruiter Playbook published by Fast Track Planners, LLC.
- Every Month Plan: Personal Time; Goals; Events; AAR; Suspense Tracker
- Calendar: Reminders; NCOER Support comments; Sustainment Training
- Daily Plan
- Quarterly RRNCO Assessment
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