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
Explain the meaning of the term prospecting as it applies to a military recruiting environment
the process of identifying and getting in front of highly qualified leads/prospects and applicants
Identify rhe five characteristics of a highly qualified lead/prospect of applicant
1. They have a need and are aware of it
2. they have the authority to make a decision and the ability to qualify for the recruiting opportunity
3. they have a relative sense of urgency about the decision
4. the recruiter has or can develop trust with the person
5. the person is willing to listen to rhe recruiter
Identify the two ways to prospect
1. Proactive
2. reactive
Explain what is meant by the phrase "Aligning your selling and prospecting strategies"
a recruiter strategies for selling and prospecting can be consistent of inconsistent. if either the prospect strategy are selling strategy is not consistent, the recruiters will not be fully successful. high performance results are only achieved when the strategies for both prospecting and selling are consistent. this is called perfect alignment.
explain the purpose and structure of a prospecting Parthenon along with the three types of information include on the graphic
the purpose of the prospecting Parthenon is to help recruiters organize their prospecting activities. the roof contains the Target segment. The columns contain their prospecting strategies that can generate leads. below the part that on are the tasks the recruiter must accomplish to make each strategy work
Explain the purpose of the direct value statement
a direct value statement briefly communicates the reason for your positioning existence and it explains your role in how you and your branch of service can have an impact on a person's personal and professional lives.
What are four questions that go through the minds of people when you are trying to get an appointment with them?
1. Who are you
2. what do you represent
3. wahts in it for me
4. whats it going to cost me
Identity at least five of the six great questions to ask leads.
1. what prompt you to look into the AFR?
2. what have you seen or heard that's appealing to you?
3. what factors will influence your decision about joining the AFR?
4. where are you in your decision making process?
5. who other than you is involved in this decision?
6. what kind of time frame do you have in mind?
before every meeting with a lead/prospect, applicant or influencer, what two questions should recruiters ask themselves?
1. what do I need to know?
2. where can I look for the information?
provide three examples of information that would be good to know before the interview begins?
• your competition
• your limitations
• the questions they might ask
provide for examples of places to look for information that would be good to know before the interview begins
• school newspapers
• separation rosters
• ASVAB Rosters
• Other Recruiters
identify the four members of the internal support team and describe the rules they play
• Buffer: stands between you and your lead/prospect
• Internal Advocate: your ally in the recruiting process
• Lead/Prospect/Applicant: the person you are trying to recruit
• Decision Maker: the person who can say "yes" or "no"
identify three tasks recruiters should complete before every interview
• Confirm your appointment
• mentally prepare yourself
• physical prepare yourself and your meeting location
Name the four Buyer/Behavior styles
- Dominance
- Influence
- Steadiness
- Compliance
Identify four major characteristics of the Dominance style
- Directing & Dominating - Tale charge person
- Exudes Power, authority and confidence
- Very competitive and naturally aggressive
- Quick impulsive, always pushing for time
identify at least four major characteristics of the influence style
- Enthusiastic, popular, easy to talk to
- stylish snd trendy
- Positive and optimistic
- Fears conflict
identify the four major characteristics of the steadiness style
- accepts others slowly
- indirect, prefers to suggest
- under pressure - slows down
- fears charge
identify four major characteristics of the compliance style
- thanks before acting
- prefers data, facts and order
- under pressure, becomes critical
- fears making a mistake
identify at least one factor that will create tension with each of the four styles
Dominance
• not reacting quickly
Influence
• Not displaying a sense of urgency
Steadiness
• Being possessive of information
Compliance
• overselling
explain the function of the meet step
build enough trust to set the face-to-face sales process and motion
explain the three principles of the meet step
1. you only have a small window of opportunity (roughly 19-34 seconds) to establish your credibility and convince a lead/prospect that the time spent with you will be valuable.
2. without trust you can only sell questionable options. with trust you can sell the value of opportunity
3. if you have positioned yourself and the AFR well before your first appointment, and if you have adequately conducted pre-appointment planning, your trust Factor will be higher from the outset
explain the meaning of the terms trust, rapport, and being like
Trust: a person's belief that you and the branch of service are creditable and will deliver on every promise/commitment
Rapport: matching the pace, tone, and behavior and actions of another person so they are comfortable and confident that you see the world in the same way they do
Being liked: doing all in your power to gain approval
identify at least four actions recruiters can take to make a positive first impression during an interview
- approach in neutral
- remember names
- maintain eye contact
- avoid unsolicited small talk
identify at least two mistakes recruiters should avoid making during an interview
- dominating the conversation
- interrupting the other person
explain the purpose of a statement of intention and provide an example
the statement of intention explains the reason for the Face to Face meeting and may also describe how the meeting will be conducted.
explain the purpose of the bonding statement and improvide an example
the bonding statement lets the applicant know the recruiter will be working on behalf of the applicant to help them get what they want
explain how to transition from the meet step by asking to important questions to test your bridge
1. do you mind if I ask you if you questions
2. do you mind if I take notes