Training Tuesday Podcast

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:  NGPam 601-1, Appendix D; Building Trust; Building a Story Brand – the Villain

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?

79T Tune-Up  

NGPAM 601-1

Appendix D

Public Speaking Presentation Checklist

Read your presentation aloud and modify it to fit your style and the local area.

Read through the presentation aloud, and change words and phrases to fit your style.

Add personal examples or local information as needed.

Highlight key phrases (e.g., use a bright colored marker) to allow you to glance at the presentation rather than read it.

Practice with the equipment; troubleshoot any problems with software or equipment.

Ensure that the presentation is within the time limit.

Mark less essential information, you can delete should you begin running out of time.

Ensure that you’re focusing on and highlighting key points (e.g., the LEAD messages).

Present to live audience (if possible, videotape for review).

Ask for audience feedback and advice.

Work on improving eye contact, body language, and voice quality.

To avoid technical or performance problems, run a Pre-Presentation Check-Up before each event.

The day before the presentation, check that the laptop, projector, and software are in working order. Note:  remember spare projector bulbs.

Inventory the equipment, cables, lesson plan and computer CD containing PowerPoint presentation.

Run through the PowerPoint presentation to ensure that all video and audio is working effectively.

Note audio levels of the music/presentation when the system is set up so you have an idea of the setting you will need in the classroom.

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 Others

 

LEADS

BUILD TRUST

6-48. Trust enables influence and mission command. When high levels of trust exist, people are more willing and naturally accepting of influence and influence is more likely to occur in multiple directions.

6-49. Trust encompasses reliance upon others, confidence in their abilities, and consistency in behavior.  Trust builds over time through mutual respect, shared understanding, and common experiences.  Communication contributes to trust by keeping others informed, establishing expectations, and developing commitments. Sustaining trust depends on meeting those expectations and commitments. Leaders and subordinates earn or lose trust through everyday actions and attitudes.

6-50. It is important for leaders to promote a culture and climate of trust. To establish trust, leaders create a positive command climate that fosters trust by identifying areas of common interest and goals. Teams develop trust through cooperation,

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:  An interview with a young RRNCO from Iowa.

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?

 

Check On Learning from Last Week:

According to the NGPam 601-1 para. 2-18. _____ is an important aspect of public presenting.

Table 6-1 of the ADRP 6-22 is the Summary of the competency _______?

According to the book Building a Story Brand by Donald Miller, the hero or main character our National Guard Story should be who?

 

Make sure you are tracking the Iowa ARNG Fitness Camp going on this week https://www.facebook.com/nationalguardfitness/

An interview with SGT Zachary Brooks from IOWA: [email protected]  515-829-2755

Presentation Roll-Up    National-Guard-Presentation-Topics

 

HOTLINE:  Leave voicemail to share ideas, celebrate success, solve a common problem, ask a question, correct an error  307-202-8031

King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)

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:  (JUNE, REHEARSE; LEADS OTHERS; THE CHARACTER)

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.

Welcome to Ohio and Illinois

HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?

Check On Learning from Last Week:

A well prepared presentation contains an Opening, __________, and Conclusion.

What is one example of High-Risk Behavior that you have seen the impact a Soldiers career?  In retrospect is there a way you might have been able to intervene?

How many parts are there to a good story according to Don Miller in the book Story Branding?  As an RRNCO, which one are you?

79T Tune-Up  

NGPAM 601-1

June

As a best business practice, you should contact 10 percent of the up coming senior class and 10 percent of your HS graduates by 30 June. Send thank you notes to those staff and faculty members who have been helpful to you during the school year. Coordinate with HS officials to determine if they can use your assistance during summer school.  The faculty is normally shorthanded during the summer and they will probably welcome your help. Maintain close contact with your pre-IADT recruits and ensure they bring their HS diplomas with them to the MEPS prior to their ship date. Ensure that all enlisted members bring promotion orders with them when they report to IADT.

2-18. Rehearse

Rehearsing is an important aspect of public presenting. It will give you more confidence in your presentation and allow you to go over your information ahead of time. Rehearsing effectively – While effective rehearsal is vital to your success in presenting the LEAD Program (or any program), you need to keep in mind, you are not a performer, and the material doesn’t have to be completely memorized. You just need to be familiar with the material, and speak naturally. As you rehearse, keep these points in mind:

* Rehearsing with the equipment and power point presentations is important to pull all visual and audio elements together. Rehearsing will help you better handle the projector and work on the cues you need without stopping the presentation to awkwardly change slides or find your place.

* Timing your presentation is important. The presentations can run from one to four hours in length. You may have only a limited time to present, answer questions and gather feedback, and you don’t want to cut yourself short or be rushed. Rehearsal shows you how long it takes to present the information and how much time you will have for discussion or exercises. If you have been given only a short period in which to present, you will need to mark your lesson plan to note which information you can omit, which exercises you can skip.

* Personalizing the presentations is important. Rehearsal is the only way to test information and examples you may have added. Check that they integrate with the rest of the material and do not cause any stumbling blocks in your presentation.

* Integrating feedback after each presentation will improve your instruction. Use feedback on your presentations to constantly improve your performance and the effectiveness of the material. Tip: Ask your RRNCOIC to watch and critique your presentation. They are experienced presenters, so let them give you their expert advice.

Leadership Lesson ADRP 6-22

PART ONE: THE BASIS OF LEADERSHIP

CHAPTER 1:  FUNDAMENTALS OF LEADERSHIP

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:  

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?

Check On Learning from Last Week:

What does the acronym SPAM stand for in relation to presentations?

How does excellence enhance welfare?

Don Miller in Story Branding says, “If you confuse, you ______!”

79T Tune-Up  

NGPAM 601-1

2-17. The Three Parts of a Presentation

* Opening: The opening of your presentation accomplishes a few things. First, it introduces you as the presenter and allows the audience to form their first impression of you, so make it a good one. Make sure you introduce yourself briefly and let the audience know whom you represent. Secondly, the opening sets the agenda for what is going to be covered in your presentation, stresses the importance of your topic and lets the audience know what they can expect to gain from the presentation. Third and last, it lets the audience know approximately how long your presentation will take. An example of an opening may be: “Good Morning. I’m Sergeant First Class Rock with the Oklahoma Army National Guard and it’s my pleasure to be in your class today. This morning I will spend two hours with you furnishing information about benefits that will help you in pursuit of your education and career choices. If you need help to attain a college degree or skills that will help you pursue your chosen vocation, the Oklahoma Army National Guard can assist you.”

* Body: The body of your presentation contains the information you are trying to convey to the audience. If your subject is wide-ranging or encompassing, break it down into manageable chunks. Use the “Rule of Three” when preparing the body of your presentation. Have each topic or sub-topic broken into three sub-points or segments. This makes delivery easier, allows for a quick, occasional review, and allows the audience to absorb more. For instance, a presentation on how to obtain money for college may include in the body the following three sub-sections:

* How much does college cost?

* What are your funding options to meet the cost?

* How is funding obtaining?

* Conclusion: During the conclusion of your presentation, you review or summarize what’s been covered and thank the audience for their time. Don’t let the summary turn into a re-presentation. Highlight the major points of your presentation and leave your audience with something to remember you by. The last part of the conclusion would be to ask for any questions.

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

Identifying High Risk Behavior

6-45. Leaders identify subordinates who exhibit high-risk behavior. High-risk behavior is a behavioral pattern that intentionally or unintentionally increases the individual’s probability of negative consequences.  Examples of high-risk behavior include driving under the influence, failing to wear proper protective equipment, criminal activity, illegal use of drugs,

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:  SPAM; MISSION AND WELFARE; CLARIFY; SOCIAL MEDIA

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?

Check On Learning from Last Week:

What are the 3 types of presentations listed in the NGPam 601-1?

What type of presentation is a briefing on your current mission status to your Chain of Command?

What type of a presentation is a ARNG presentation given to your high school history classes?

We started a new emphasis on Section 3 of the ADRP 6-22 that is focussed on Balancing Mission and __________?

From the last chapter of Question Based Selling, Tom Freese writes, “Once you’ve challenged their thinking, what they really need now is a _________-someone who can empathize with the challenges of the decision, rather than caring only about the status of the sale.

79T Tune-Up  

NGPAM 601-1

2-16. The SPAM Model

An easy acronym to remember when public speaking is SPAM: Situation, Purpose, Audience and Method.

* Situation. Consider the time and place where you are giving the presentation. The time and place can help you decide what type of attire to wear, audio and visual requirements based upon the size of the room and limitations that will be imposed upon you, such as movement around the room. Check to make sure the time you’ve been allotted will be sufficient for your presentation.

* Purpose. This refers to the goal the speaker hopes to achieve with his or her presentation.  If the intent is to solicit leads based upon the presentation then make sure you allow enough time at the end of the presentation to do such. Let’s say your presentation is designed to last for sixty minutes and you’ve allowed twenty minutes for questions during the presentation. What happens at the end of forty minutes when no one has asked a question?  Don’t lose sight of the purpose; if questions aren’t being asked of you then you need to be able to question the audience about their feelings regarding your subject. You’ll find that once you get the audience to participate they’ll do so freely.

* Audience. Consider the people to whom the presentation is directed. Will you be doing a presentation for a high school class, a sorority, fraternity or possibly a veteran’s organization? It’s important you know the audience and research what may be an important topic for them. If you don’t have personal knowledge of the potential audience try to contact someone who can give you some idea as to the nature, attitudes and expectations of your potential audience.  

* Method. Which method will best accomplish your purpose? A presentation with the intent of soliciting leads.  Your presentation with this purpose in mind would be most successful with the informative 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

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?

79T Tune-Up  

NGPAM 601-1

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

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:  ARMY WORLD CLASS ATHLETE PROGRAM; TOTAL SOLDIER ENHANCEMENT TRAINING; 1SG JESSE HOWARD AND THE IOWA FITNESS PROGRAM

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?

This week I am honored to interview 1SG Jesse Howard from Iowa.  We were privileged to have him on the podcast for Episode 123 to discuss his Fitness Camp which has been a very productive summer recruiting event for him.  

Army World Class Athlete Program

https://www.armymwr.com/programs-and-services/world-class-athlete-program/about

YouTube:  https://youtu.be/jiLv4IRXZBM

Total Soldier Enhancement Training

https://www.armymwr.com/programs-and-services/world-class-athlete-program/tset

YouTube: 

HOTLINE:  Leave voicemail to share ideas, celebrate success, solve a common problem, ask a question, correct an error  307-202-8031

King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)

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:  MAY; DIA READING LIST; SOLDIER’S CREED

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?

Defense Intelligence Agency Director’s Reading List

“As intelligence officers, our most critical asset is our mind. Self-study increases our speed, creativity, and confidence.

Without self-study, our expertise is limited to our direct experiences. Reading vastly multiplies our experiences in life—as parents, as friends, as spouses, and as leaders.

By reading, we can learn from the experiences of an immeasurable number of people. And, hopefully, our reading allows us to learn from the mistakes of others, before we make those mistakes ourselves. Old ideas give us new ideas. History really does teach us something. It inspires, motivates, and elevates us.”

Lieutenant General Robert P. Ashley, Jr.

Director, Defense Intelligence Agency

http://www.dia.mil/dia-director-2018-reading-list/

Attachment:  DR_Reading_List_2018_digital

NGPam 601-1 Appendix F

May

Participate in any preplanned activities such as field trips, armed forces week events, awards assemblies, Senior Scholarship Awards Assemblies, and Graduation. Since Memorial Day occurs in May, there are normally many patriotic events in the community and in the HS during this month. Contact the HS to find out what events they are involved with and offer any assistance possible. Have enough snack trays prepared, one for each priority HS, and delivered for administrators and teachers in the lounge or counselors office. Have a card made up to post on the snack tray that says, “Compliments of.”

 

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:  Recruiting Activities; Checks and Inspections; 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?

 

79T Tune-Up  

NGPAM 601-1

2-13. Recruiting Activities

Appendix C lists many activities/tasks/functions that RRNCOs will consider when developing their work plans. The ARISS application will assist the RRNCOs with scheduling and managing these productive recruiting activities. It is an example of what to use as a self-evaluation tool when working on one’s work plans. This is a recommended list and is not complete. Each successful RRNCO (with the assistance of the RRNCOIC) is the ultimate judge of the most efficient use of time. The RRNCO can use this as a means of determining if he/she is actually using his/her time in the most efficient and productive manner possible.

Appendix C

Recruiting Activities Listing

Contact Centers of Influence (COI)

Visit supported units/organizations

Obtain new lists

Refine and contact new leads

Schedule/confirm an appointment

Interview a prospect/applicant

Schedule an applicant for processing

Contact a new enlistee for a referral

Visit a media outlet

Request/place an advertisement or PSA

Service take-one racks, poster, etc.

Contact a civic organization

Visit a school/athletic event

Visit a counselor/teacher/school official

Schedule a presentation/talk/speech

Schedule/conduct/participate in a career day

Plan/conduct a display

Plan flexible time for unscheduled appointments

Plan meal, rest, and off-duty times

Have lunch/dinner with a COI/VIP/enlistee/applicant

Schedule administrative actions

 

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

ENFORCING STANDARDS

Performing Checks and Inspections

6-40. Thorough inspections ensure Soldiers, units, and systems are fully capable and ready to execute the mission. Focused checking minimizes the chance of neglect or mistakes that may derail a mission or cause needless casualties. It gives leaders a chance to recognize subordinates or make on-the-spot corrections as necessary. Training subordinates for independent action is vital. To foster independence and initiative, direct leaders give instructions and clear mission intent with mission orders. They allow subordinates to complete missions without constantly looking over their shoulders.

Instilling Discipline

6-41. Leaders who consistently enforce standards simultaneously instill discipline that will pay-off in critical situations. True discipline demands habitual and reasoned obedience. An effective leader instills discipline by training to standard, using rewards and punishment judiciously,

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

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?

Thank you for the reviews on Training Tuesday Podcast Page

SGT Flores – Nevada

CRAFT DEVELOPMENT

SECRETS OF QUESTION BASED SELLING by TOM FREESE

Make sure you have listened to my interview with Tom Freese, Episode 126.

Chapter 15 Building Value in the QBS Presentation

Phase 1 – generate interest

Phase 2 – educate prospects on the value

3 Strategic Objectives:

Communicate enough value in our solutions to justify a favorable decision

Increase the prospect’s sense of urgency

Identify potential champions of your cause

 

How to Buy:  establishing decision criteria – coaching them on what to look for

How to Sell:  how to promote to others

How It Works:  educate on features and benefits

Secret #138 The value you build in the sales presentation is what ultimately justifies a favorable decision.

Secret #139 When selling to individuals the presentation phase tends to be less formal

Salespeople start with zero credibility

 

“Salespeople are perceived as valueless until proven otherwise.”  Pg 265

 

Preparation – reconnaissance mode

Often assume that because they have the opportunity to do a presentation or pitch that they should jump right into an explanation of their product features and benefits.

 

Conversational Layering

* Curiosity

* Credibility

* Needs Development

* Present Solution

* Commitment

 

“You haven’t yet piqued their interest, you have near-zero credibility, and you inherit all the negative baggage from other salespeople who have preceded you.”  pg 267

 

Breaking the Ice

Introduce the Presenter and the Audience

Have champion introduce you

Have them introduce audience – start introductions

Deliver an Interactive Opener

Thank audience

Introduce myself again

Set a more personal tone for the meeting

Herd Theory – leverage momentum

“What Would You Like Me to Accomplish”

“What would you like me to accomplish today?”

Managing Audience Expectations

Happiness is the difference between expectations and reality

“Would that make sense to the group?”

“Would you rather have a canned presentation or  would it make more sense to focus on your specific issues?”

 

Use Diagnostic Questions to Establish Credibility

Unfortunately, too many presenters try to “claim” their own credibility by telling audience about their company or product.

Secret #145 The greater your credibility, the more value prospects will attach to the information, ideas, and solutions you present.

Without Needs…There Are No Solutions

Don’t Tell Audiences Their Issues –

Secret #148 “Telling prospects why an issue is important often causes them to mismatch, and tell you why it’s not.

 

Ask and ye Shall Receive