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TRAINING TUESDAY PODCAST 161 (COLD CALLS; INTRODUCE YOURSELF; DISCOVERY; MONEY)
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.
Introductory Video Example:
PRESENTATION Be an -AND- Kind of Person
PRESENTATION Be an -AND- Kind of Person PRESENTATION VERBIAGE
HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?
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
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?”
79T Tune-Up
NGPAM 601-1
Appendix F
March
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,
View all episodes
By Doug SigginsReduce 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.
Introductory Video Example:
PRESENTATION Be an -AND- Kind of Person
PRESENTATION Be an -AND- Kind of Person PRESENTATION VERBIAGE
HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?
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
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?”
79T Tune-Up
NGPAM 601-1
Appendix F
March
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,