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: PRESENTATIONS; BALANCING WELFARE AND MISSION; CLOSING
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?
2-15. Types of Presentations
- Informative. In an informative presentation: the audience learns about a new subject or learns new information about a familiar subject. An informative purpose statement will generally be worded to stress audience knowledge or ability. There are three ways to categorize informative presentations: by format, by content, and by purpose. Informative presentations can be divided into two formats: briefings and reports. Informative presentations can also be categorized according to their content. There are presentations about objects, processes, events, and concepts. One can also distinguish among types of informative presentations depending upon the speaker’s intention, these include: descriptions, explanations, and instructions. Whatever you present should be new to your audience.
- Persuasive. A persuasive presentation is intended to change the audience’s attitudes or behaviors. All persuasive topics fall into one of three categories, depending upon the type of proposition, or claim, that you are advancing. The three categories are propositions of fact, propositions of value, and propositions of policy. Propositions of facts are issues in which there are two or more sides with conflicting evidence, where listeners are required to choose the truth for themselves. Propositions of value go beyond issues of truth or falseness and explore the worth of some idea, person, or object. Propositions of policy go one step beyond questions of fact or value; they recommend a specific course of action. This type of presentations is probably the most challenging kind of presentation because it is often about controversial subjects that are important to both speaker and audience.
- Entertaining. A presentation that simply tries to gain and keep the audience’s attention. The speaker wants the listeners to have a good time and to be amused or interested by the presentation.
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
BALANCING MISSION AND WELFARE
6-42. Considering the needs of subordinates is a function of all Army leaders. Having a genuine concern for follower well-being accompanies motivation, inspiration, and influence. Soldiers and Army Civilians will be more willing to go the extra mile for leaders whom they respect. Sending Soldiers or Army Civilians in harm’s way to accomplish the mission seems to contradict the emphasis on taking care of people. How can a leader truly care for comrades and send them on missions that might get them killed?
Taking Care of Soldiers and Army Civilians
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 16 Closing More Sales…Faster
Four Keys to Closing More Sales
Key #1 Know the Status of the Opportunity
Key #2: Tit-for-Tat
Key #3: Reiterate Your Value Proposition
Secret 162: Half-life impacts your sales efforts because it causes information that was once fully intact to fade over time.
Secret 164: For prospects with pressing needs, not buying your product or service might be their most expensive option.
Key #4: Emotional Reassurance
Secret #165 Spending a few minutes to make customers feel special is more significant than spending hours to make them feel average.
Once you’ve challenged their thinking, what they really need now is a friend-someone who can empathize with the challenges of the decision, rather than caring only about the status of the sale.
Safety in Numbers – Herd Theory
“How would you compare our plan to other alternatives?”
“What will you do if ____ or ____ object to this plan?”
Ultimately if you want to enlist more you need more coming into the top of the funnel.
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