What is Positioning, Prospecting, Pre-appointment planning
100
How many NEEDS should you uncover during the PROBE step?
What is At least 3.
100
Never make a ________ you can't prove.
What is Claim
100
Behavior styles influence the Tie It Up step. Name the four behavior styles.
What is 1. Talker 2. Doer 3. Pacer 4. Controller
100
What is the official name and regulation of 'The Little Brown Book'?
What is AFI 36-2618 - The Enlisted Force Structure
200
Building ____________ will help you have an effective MEET step with your applicant.
What is Rapport
200
What are the two types of selling techniques when it comes to the APPLY step?
What is Application Based (Customized Solution) and Demonstration Based (Generic - One size fits all)
200
List at 2 examples of items you can use to prove your claims about the Air Guard and possible benefits.
What is Unit Visits, Testimonials, Third Party Endorsements, Articles, Fact Sheets, LES, Awards, Certificates, Transcripts, Photos...
200
What is the first step in overcoming an objection?
What is Acknowledge the objection
200
What is the Ohio Air Guard's FY18 state goal for both female and African American / Black accessions?
What is Female - 165 African American/Black - 75
300
What tool is provided and encouraged for recruiters and retainers to use for Prospecting?
What is The Parthenon
300
List 5 potential NEEDS that an applicant might have that the Air Guard can meet.
What is College Tuition, Steady Paycheck, Medical Insurance, Dental Insurance, Technical Training, Life Insurance, Discipline, BX/Commissary Privileges, Security Clearance
300
What step follows the CONVINCE step?
What is TIE-IT-UP
300
What type of 'Close' is this:
"Sarah, so what you are telling me is that you are ready to take that next step and become a proud member of the Ohio Air National Guard, is that right?"
What is Assumptive
300
Based on the FY18 R&R Initiatives, Commanders have the authority to allow for accessions into all AFSCs at 100 percent plus ______ personnel or _______ percent, whichever is greater.
What is 6 and 12%
400
First impressions count! List 2 of the 7 tips that are imperative while you are engaged in the MEET step.
What is 1. Approach in neutral
2. Remember names
3. Maintain eye contact
4. Eliminate tension inducers
5. Avoid unsolicited small talk
6. Don't be abrupt
7. Listen carefully to what the applicant says and doesn't say
400
In the Value Formula - Perceived benefits also have a perceived __________ in the eyes of the applicant.
What is Cost / Price
400
Before someone will buy anything, they must absolutely ____________ what they hear and feel about it.
What is Believe
400
If or when objections arise in the Tie It Up step, what should you do?
What is Isolate and deal with each one
400
Only two commander positions are authorized to go 100% plus one. Name both.
What is Security Force Commander and Cyber Ops Commander
500
Name 2 of the 5 items on the Pre-Appointment Preparation Checklist.
What is 1. Have relevant sales aids
2. Notes/PIR on applicant
3. Previous military records if applicable - REDD / DD214
4. Pens, pencils an business cards
5.List of satisfied Guardsmen - personal testimonies
500
When probing, how many follow-up questions should you ask your applicant?
What is Probe 3 deep
500
List one tip to keep in mind during the CONVINCE step.
What is 1. Carefully select your endorsements so that they're strong.
2. Treat endorsements with dignity and respect.
3. Try to involve happy, satisfied reservists with prospects.
4. Prepare a list of current reservists who will agree to be contacted by prospects.
500
Name 1 of the 3 ways to reinforce the commitment that your applicant/member has just made.
What is 1. Congratulate them 2. Assure their total satisfaction and guarantee they will get it 3. Service beyond any reasonable level of expectation
500
Name the three R&R NGB Section Chiefs and their positions.
What is SMSgt Mike Morris - CFFM, Chief Jessica Taylor (Cumberbatch) - Recruiting Operations, Chief PJ Gallagher - Retention Operations