Details

Fanatical Military Recruiting


Fanatical Military Recruiting

The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast
Jeb Blount 1. Aufl.

von: Jeb Blount

17,99 €

Verlag: Wiley
Format: PDF
Veröffentl.: 05.03.2019
ISBN/EAN: 9781119473633
Sprache: englisch
Anzahl Seiten: 336

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

<p>Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent.</p> <p>Smart, competent, and capable people are rare and in high demand. Every organization, from commercial enterprises, healthcare, non-profit, sports, and education, to the military is in an outright battle to recruit and retain these bright and talented people.</p> <p>Rather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetrical battlefield, to win, you must operate at a level of excellence beyond anything asked of military recruiters before.</p> <p>Yet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission.  </p> <p>It is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America’s fighting forces and our democracy.</p> <p><i>Fanatical Military Recruiting</i> begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master’s level training resource designed specifically for the unique demands of Military Recruiting. In <i>FMR</i>, you’ll learn:</p> <ul> <li>The Single Most Important Discipline in Military Recruiting</li> <li>How to Get Out of a Recruiting Slump</li> <li>The 30-Day Rule and Law of Replacement</li> <li>Powerful Time and Territory Management Strategies that Put You in Control of Your Day</li> <li>The 7 Step Telephone Prospecting Framework</li> <li>The 4 Step Email and Direct Messaging Framework</li> <li>The 5 C’s of Social Recruiting</li> <li>The 7 Step Text Message Prospecting Framework</li> <li>How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants</li> <li>Powerful Human Influence Frameworks that Reduce Resistance and Objections</li> <li>The 3 Step Prospecting Objection Turn-Around Framework</li> <li>Mission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters</li> </ul> <p>In his signature right-to-the-point style that has made him the go-to trainer to a who’s who of the world’s most prestigious organizations, Jeb Blount pulls no punches. He slaps you in the face with the cold, hard truth about what’s really holding you back. Then, he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter.</p> <i>Fanatical Military Recruiting </i>is filled with the high-powered strategies, techniques, and tools you need to keep your funnel packed with qualified applicants. As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence. And, with this new-found confidence, your performance as a military recruiter will soar and you will <i>Make Mission, Fast</i>.
<p>I Go to Basic xv</p> <p>A Conundrum xv</p> <p>Learning the Language xvii</p> <p>Military Recruiting versus Civilian Sales xviii</p> <p><b>Part I: Mission Critical 1</b></p> <p><b>Chapter 1 Military Recruiting Is Facing a Perfect Storm 3</b></p> <p>Qualification Standards Continue to Tighten 5</p> <p><b>Chapter 2 Nothing Prepared You for This War 7</b></p> <p>On Most Days, Recruiting Doesn’t Feel Much Like Winning 8</p> <p>Asymmetric Battlefield 9</p> <p>Civilians 9</p> <p>Rejection 9</p> <p>FMR versus What You Learned at the Schoolhouse 11</p> <p><b>Chapter 3 Fanatical Prospecting 13</b></p> <p><b>Chapter 4 Stop Wishing Things Were Easier 16</b></p> <p>There Is No Easy Button in Military Recruiting 17</p> <p>Get Better 19</p> <p><b>Part II: The Ask 21</b></p> <p><b>Chapter 5 Effective Recruiting Begins with the Discipline to Ask 23</b></p> <p>Conjuring the Deepest, Darkest Human Fear 24</p> <p><b>Chapter 6 How to Ask 26</b></p> <p>Emotional Contagion: People Respond in Kind 27</p> <p>The Assumptive Ask 28</p> <p>Shut Up 33</p> <p>Be Prepared for Objections 34</p> <p><b>Part III: On The Move 35</b></p> <p><b>Chapter 7 The More You Prospect, the Luckier You Get 37</b></p> <p>The Universal Law of Need 38</p> <p>The 30-Day Rule 40</p> <p>The Law of Replacement 42</p> <p>The Anatomy of a Recruiting Slump 43</p> <p>Oscar Mike: The First Rule of Recruiting Slumps 45</p> <p>Make Your Own Luck 45</p> <p><b>Chapter 8 The Three Ps That Are Holding You Back 47</b></p> <p>Procrastination 48</p> <p>Perfectionism 50</p> <p>Paralysis from Analysis 52</p> <p>Disrupting the Three Ps 52</p> <p><b>Part IV: Battle Rhythm 55</b></p> <p><b>Chapter 9 Time Discipline 57</b></p> <p>Twenty-Four 58</p> <p>Leveraging Horstman’s Corollary 60</p> <p>Time Blocking 63</p> <p>Stick to Your Guns and Avoid Distractions 65</p> <p>Concentrate Your Focus 66</p> <p>Beware of the Ding 68</p> <p>What Lurks in Your In-box Can and Will Derail Your Recruiting Day 70</p> <p>Driving Is Not an Accomplishment 71</p> <p>Protect the Golden Hours 72</p> <p>Leverage the Platinum Hours 75</p> <p>Adopt a Command Mind-Set 76</p> <p><b>Part V: Targeting 79</b></p> <p><b>Chapter 10 Targeting—Leveraging the Prospecting Pyramid 81</b></p> <p>Walk Like an Egyptian: Managing the Prospecting Pyramid 83</p> <p>Powerful Lists Get Powerful Results 85</p> <p>The Recruiting Information Support System Is Your Most Valuable Recruiting Tool 87</p> <p>A Trash Can or a Gold Mine 89</p> <p>Own It! 90</p> <p><b>Chapter 11 Yes Has a Number 91</b></p> <p>Recruiting Is Governed by Numbers 93</p> <p>It’s All About the Ratios 94</p> <p>Changing Your Yes Number 96</p> <p><b>Chapter 12 Qualifying: Talking to the Right People 98</b></p> <p>Don’t Swing at Nothing Ugly 99</p> <p>Moneyball 100</p> <p>The Balance and Nuance of Qualifying 102</p> <p><b>Chapter 13 Prospecting Balance and Objectives 105</b></p> <p>Set an Appointment 106</p> <p>Gather Information and Qualify 107</p> <p>Build Familiarity 107</p> <p>Prospecting Is Not Pitching 108</p> <p>Adopt a Balanced Prospecting Methodology 108</p> <p>The Fallacy of Putting All Your Eggs in One Basket 109</p> <p>Avoid the Lunacy of One Size Fits All 110</p> <p><b>Part VI: Pick Up the Phone! 113</b></p> <p><b>Chapter 14 Telephone Prospecting Excellence 115</b></p> <p>Nobody Answers a Phone That Doesn’t Ring 117</p> <p>The Telephone Is, Has Always Been, and Will Continue to Be Your Most Powerful Recruiting Tool 118</p> <p>Nobody Likes It; Get Over It 120</p> <p>The Ultimate Key to Success Is the Scheduled Phone Block 123</p> <p><b>Chapter 15 The Seven-Step Telephone Prospecting Framework 125</b></p> <p>Seven-Step Telephone Prospecting Framework 129</p> <p>Practice the Framework 139</p> <p><b>Chapter 16 Just Eat the Frog 140</b></p> <p><b>Chapter 17 Leaving Effective Voice Mail Messages That Get Returned 144</b></p> <p>Five-Step Voice Mail Framework to Double Callbacks 145</p> <p>Develop Compelling Voice Mail Messages 147</p> <p><b>Part VII: Objections 149</b></p> <p><b>Chapter 18 Objections Are Not Rejection, but They Feel That Way 151</b></p> <p>Not the Same 153</p> <p>But It Feels the Same 155</p> <p><b>Chapter 19 The Science Behind the Hurt 157</b></p> <p>A Biological Response 158</p> <p>The Most Insatiable Human Need 159</p> <p><b>Chapter 20 Rejection Proof 161</b></p> <p>The Seven Disruptive Emotions 162</p> <p>Develop Self-Awareness 165</p> <p>Positive Visualization 166</p> <p>Manage Self-Talk 167</p> <p>Change Your Physiology 169</p> <p>Stay Fit 170</p> <p>Obstacle Immunity 171</p> <p>Adversity Is Your Most Powerful Teacher 175</p> <p>Leveraging Adversity 176</p> <p><b>Chapter 21 Prospecting Objections 178</b></p> <p>We Feel, Then We Think 180</p> <p>The Rule of Thirds 183</p> <p>Prospecting RBOs 184</p> <p>Prospecting RBOs Can Be Anticipated in Advance 187</p> <p>Planning for Prospecting RBOs 190</p> <p>The Three-Step Prospecting Objection Turnaround Framework 192</p> <p>The Ledge 192</p> <p>Disrupt 194</p> <p>Ask 199</p> <p>Putting It All Together 199</p> <p><b>Part VIII: Face-To-Face and Digital Prospecting 201</b></p> <p><b>Chapter 22 Face-to-Face Prospecting 203</b></p> <p>The Four-Step Face-to-Face Prospecting Framework 204</p> <p>First Impressions: Making an Emotional Connection 206</p> <p>Triggering the Negativity and Safety Biases 207</p> <p>The Five Questions That Matter Most in Recruiting 210</p> <p>Likability: The Gateway to Emotional Connections 212</p> <p>Pitch Slapping 213</p> <p>Keys to Being More Likable 215</p> <p>Put Your Recruiting Goggles On 216</p> <p><b>Chapter 23 Text Messaging 218</b></p> <p>Familiarity Is Everything with Text 219</p> <p>Use Text to Anchor Face-to-Face Conversations 220</p> <p>Use Text to Nurture Prospects 221</p> <p>Use Text to Create Opportunities for Engagement 222</p> <p>Seven Rules for Structuring Effective Text Prospecting Messages 223</p> <p><b>Chapter 24 E-Mail and Direct Messaging 225</b></p> <p>The Four Cardinal Rules of E-Mail and Direct Message Prospecting 226</p> <p>Effective Prospecting E-Mail and Direct Messages Begins with a Plan 233</p> <p>The Four-Step E-Mail Prospecting Framework 236</p> <p>Practice, Practice, Practice 242</p> <p>Pause Before You Press “Send” 242</p> <p><b>Chapter 25 Social Recruiting 244</b></p> <p>Social Recruiting Is Not a Panacea 245</p> <p>The Social Recruiting Challenge 245</p> <p>Social Recruiting Is About Nuance 246</p> <p>Choosing the Right Social Channels 247</p> <p>Five Objectives of Social Recruiting 248</p> <p>The Five Cs of Social Recruiting 256</p> <p>Social Recruiting + Outbound Prospecting = A Powerful Combination 260</p> <p>Creating Obligation and Leveraging the Law of Reciprocity with Social Media 262</p> <p><b>Chapter 26 The Law of Familiarity 265</b></p> <p>Familiarity Reduces Friction and Resistance 266</p> <p>Five Levers of Familiarity 267</p> <p><b>Part IX: Charlie Mike 273</b></p> <p><b>Chapter 27 Mission Drive 275</b></p> <p>The Four Pillars of Mission Drive 276</p> <p>Embrace the Suck—You Have to Grind to Shine 281</p> <p>The Enduring Mantra of Ultra-High-Performing Recruiters 283</p> <p>The Mantra of Fanatical Military Recruiting 285</p> <p>Charlie Mike 286</p> <p>Notes 289</p> <p>About the Author 295</p> <p>Acknowledgments 297</p> <p>Index 299</p>
<p><b>JEB BLOUNT</b> is the founder and CEO of Sales Gravy, a global leader in sales acceleration. He is the author of ten books and a highly sought-after advisor to a who's who of the world's leading organizations. Most recently, Jeb has taken a leading role in military recruiter training and development and advising United States Military leadership on improving military recruiter performance.
<p><b>PROVEN TACTICS FOR WINNING THE TALENT WAR</b> <p>The strength of the military rests entirely on the shoulders of its recruiting forces. This high-stakes, high-stress mission to win the war for talent is among the most challenging in the armed forces. <p>And, it's only getting tougher as the available talent pool shrinks, interest in military is diminishing, young people have more career choices than ever before, the military apparatus continues to tighten qualification standards, and mission expectations rise. <p>Now, for the first time, author and trainer Jeb Blount takes on the challenges faced by modern military recruiters in this perfect storm. <p><i>Fanatical Military Recruiting</i> is the first book written specifically for military recruiters that bridges the gap between the basic competencies provided by the military's recruiting and retention schools and the advanced skills, techniques, frameworks and strategies required to build an effective recruiting funnel of highly qualified applicants in the modern recruiting environment. You'll learn how to effectively leverage a balanced prospecting methodology to connect with the highest-caliber prospects in your market including: <ul> <li>Telephone</li> <li>Face to Face</li> <li>Text Message</li> <li>Social Media</li> <li>Email and Direct Messaging</li> <li>Powerful Objection Turn-around Frameworks</li> </ul> <p>In his signature right-to-the-point-style, that has made him the go-to trainer to a who's who of the world's most prestigious organizations, Jeb pulls no punches. He slaps you in the face with the cold, hard truth about what's really holding you back. Then he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing military recruiter, and<i> Make Mission, Fast.</i>

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