LISTS
List the 3 rules of IMPACT
1 - Don’t skip a step
(Start with I and go all the way through T)
2 - Don’t leave a step until you have completed it (Ensure you have done everything you need to do before moving on)
3 - Make sure you and your lead are in the same step at the same time
(Have an understanding of your applicant and what they need/want and where they want to go in the process)
Purpose of the Convince Step
-Prove your claims (Prove what you said is true)
-Justify the commitment by proving value (Showing the value justifies why they want to join)
-Relieve your applicant’s fear of committing (Prevents buyer’s remorse from setting in)
**Biggest mistake is skipping these because an applicant seems ready; this helps to prevent them from changing their mind**
What is Positioning?
How your leads/applicants perceive the Air Force and/or you relative to all military recruiters
(Your applicants are likely comparing you against recruiters from other services)
Describe the differences between wants and needs
-Needs are rational (shelter, food, clothing)
-Wants are emotional (below the surface; individual to each person)
What is the Apply Step?
-Shows the applicant how Air Force opportunities address their needs
-Make correct recommendations with Air Force opportunities to solve their problems or fill their needs
-Show a high level of enthusiasm
-Want applicant to begin to see themselves as members of the Air Force and enjoying the benefits it offers
List the 6 steps of IMPACT
Step 1 – Investigate
Step 2 – Meet
Step 3 – Probe
Step 4 – Apply
Step 5 – Convince
Step 6 – Tie-It-Up
Purpose of asking feedback questions in the Apply step
To ensure the recruiter’s presentation is on target and identify potential concerns on the part of the applicant
(Questions like “How does this look, How do you feel about this, What do you think? Every time you ask questions you get more information that helps you ensure you are presenting your solution in terms the applicant is comfortable with and you are getting the applicant to agree with your recommendations. If you are missing something, you will need to go back to the probe step)
What is a Direct Value Statement (DVS)?
A DVS provides a brief description of who you are and what opportunities the Air Force provides to people
(It’s your 30-second commercial)
How do you succeed in the Probe Step?
-Ask
-Listen
(Listen to understand instead of thinking what you are going to ask next)
In which step do you utilize the Parthenon Approach?
Investigate Step
List the 2 types of Prospecting
1 - Proactive
(Get out of your office and look for high-quality leads and applicants)
2 – Reactive
(You wait for leads and applicants to come to you)
Purpose of the Benefits-Stacking Formula
To reduce the perception of commitment by sandwiching the perceived price between the perceived benefits the applicant can receive by committing
**Sandwich commitment between benefits so neither the first or the last thing an applicant hears is the commitment**
What roles often makeup a potential applicant’s internal support team?
-Buffer (has the lead’s best interests at heart and protects them)
-Internal Advocate (individual who will lobby on your behalf)
-Lead or Applicant (the individual you are working with)
-Decision-maker (person who has the authority to say yes or no)
Whenever you ask a Closed-Ended Question, you should…
Follow it with a clarification question
**Clarification questions follow a closed-ended question to provide deeper insight into the applicant’s problems or needs
Would you like to schedule your MEPS processing?
What day would be best?
What 3 activities are included in the Investigate Step?
The 3 P’s
-Positioning
-Prospecting
-Pre-Appointment Planning
List the 5 Characteristics of a Quality Lead
1 - Has a need and is aware of it (Money, training, discipline, etc.)
2 - Authority to make the decision and ability to qualify (Age, health, education/decision-makers there)
3 - Has a relative sense of urgency (Ready to join in a reasonable amount of time)
4 - Can or have developed trust (People don’t buy from people they don’t trust)
5 - Willing to listen to you (Getting them to listen)
Purpose of the Problem-Agitation-Solution Questions
-To confirm the applicant’s problem or need
-Bring the applicant’s emotional response to the surface
-Plant the idea of you finding a solution to their problem or need.
(These are designed to stir up an applicant’s emotions about a problem or need them have. Common mistake is to formulate a closed-ended solution question like, “If I could show you…you would be interested in joining wouldn’t you?)
***DAILY DOUBLE***
What does ACCVROA stand for?
Acknowledge
Check the Sale
Clarify
Validate
Restate
Overcome
Attitude Check
What are some important things to know before a Face-to-Face appointment? (Min of 3)
-AF strengths and weaknesses
-Competitors’ strengths and weaknesses
-Primary reason the person is willing to meet with you
-Who can say Yes
-Who can say No
-Who are the competitors
What 2 statements are utilized in the Meet Step?
1- Statement of Intention (SOI)
*Let the applicant know what is going to take place
2- Primary Bonding Statement (PBS)
*Follows SOI, Let applicant know you are going to work on their behalf to help them get what they want
List the 4 Behavioral Styles and how they relate to Proving your Claims
1 - Dominance (Bullet points/results)
2 - Influencing (Testimonials/references)
3 - Steadiness (Proven results in the marketplace/testimonials)
4 - Compliance (Graphs and charts/Data and facts)
Purpose of IMPACT Selling
The secret to selling is to be in front of qualified prospects when they are ready to buy, not when you need to make a sale
(The right time to talk to people about joining the AF is when they are ready to talk about their future, not when it’s simply convenient for you to talk or in need to make goal)
What does the TriMetrix Measure?
-Behaviors (The How) – How a person approaches problems, people, pace, and procedures
-Motivators (The Why) – Why a person will do
something
-Personal Skills (The Will) – Whether a person will do something based on mental clarity and focus
What are the 7 Mission Critical Tasks
1- Lead Generation
2- Leads Prospecting
3- Applicant Sales
4- Applicant Processing
5- Planning
6- Marketing
7- DEP Management
What closing technique is used in IMPACT?
Assumptive Close
*Has 2 forms, question or statement