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.   

Advanced Selling Podcast

 

CRAFT DEVELOPMENT

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 ...