Reduce new-hire production delays, resource Performance-Improvement-Plans, and promote interstate collaboration to increase ARNG enlistments by providing weekly audio sustainment training and an online training archive to retain our institutional knowledge.
THIS WEEK: REPS; OPPORTUNITY TO EDUCATE; SERVICE TO COUNTRY & WARNINGS
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.
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 an 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?”
Stage 3 Value Proposition
“Would it make sense for me to take a minute and bring you up to speed on the ARNG?”
Opportunity to educate
Secret #116 Providing too much information, too early in the process, makes it way too easy for the prospects to say, “No, thanks.”
Brief “infomercial”
Put the best foot forward
Position both the Gold Medal and German Shepherd
Stage 4 Close on the next step
There’s no good way to go over the details over the phone.”
“That’s why with most students, we set up a meeting so they can understand how things work.”
“Would it make sense to get the appropriate people together in front of a piece of paper to map out the specifics” “Who else needs to be involved?”
“We need to choose another date.”
Some will still say, “No.” Better to leave them positive than pissed.
Referral??
79T Tune-Up
NGPAM 601-1
2-4. ARNG Features
As an ARNG representative, your knowledge and use of the specialized product information about the available entitlements and benefits is essential to your credibility and success. The acronym (TEAMS) is used to remember ARNG features and ...
