IMPACT
explain the principle of impact selling
be in front of qualified leads/prospects when they are ready to make a decision not when you need to fill a vacancy
what are the two essential components of selling
positioning and timing
explain the three customer impact principles
1. people commit to things for their reason not yours or mine
2. people don't want to be sold but they do want to buy
3. the decision to commit is and emotional response to the perceived benefits compared to the perceived price and cost
construct the impact selling diagram
draw diagram
explain the meaning of the terms nich, Target segment and Wall of apathy and resistance
nich: people who are eligible to join your branch
Target segments: applicants with and without military experience
wall of apathy and resistance: separates the recruiter from the target segments
identify the three rules of impact selling system
1. never skip a step
2: don't go to the next step until you have exhausted the previous step
3: make sure you and your applicant are on the same step at the same time
in the recruiting world what does the term quote " Focus " mean?
a singular concentration on the Applicants needs and wants
explain the difference between needs and wants
needs:
-above the surface
-fact orientd
wants:
-below rhe surface
-emotion base
identify the four areas where you can place your focus when working with an applicant.
1. yourself
2. your branch of service
3. your recruiting opportunity
4. the applicant
explain the fatal flaw in recruiting
happens when recruiters become so focused on what they want to happen that they lose sight of what the applicant wants to have happen.
provide three examples of what a recruiter might want
accession
to make goal
to win an award
provide three examples of what an applicant might want
hassle free process
straight answers
to avoid making a bad decision
explain the function of the investigate step
to gather sufficient information about your zone, target segments, and the individual leads or prospects within them to enable you to make the best presentation.
explain the three principles of the investigate step
1. the better you are at finding qualified leads/prospects, the higher your closing average will be
2. your future success in recruiting is indirect proportion to the quality inn breadth of your current lead file
3. the recruiter to ask enough of the right questions of the right people in the right places will always have plenty of leads/prospects
explain the meaning of the term "positioning" as it applies to a recruiting environment
how people perceive your role, and ability to have a positive impact on their professional and personal lives.
identify and explain the three factors associated with being properly positioned
PCA
1. perception: what people think of your organization you and the way you conduct business
2. choice: people have other options besides yours
3. awareness: do people know you exist
identify at least four good ways recruiters can be positioned
- career counselor
- advocate
- military expert
- successful testimonial
identify at least four actions recruiters can do to improve their positioning
- right articles for newspapers, magazines, or newsletters
- host COI's
- become a recruiting expert
- study your competition
identify at least four positioning mistakes recruiters might make that could damage their reputation and credibility
-acting too desperate to gain the commitment
-talking too fast
-benefits dumping
-selling jobs before qualifying the lead/prospect
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