Fanatical Military Recruiting - The Ultimate Guide to Leveraging High Impact Prospecting to Engage

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.
 
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.
 
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.
 
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.
 
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.
 
Fanatical Military Recruiting 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 FMR, you'll learn:
* The Single Most Important Discipline in Military Recruiting
* How to Get Out of a Recruiting Slump
* The 30-Day Rule and Law of Replacement
* Powerful Time and Territory Management Strategies that Put You in Control of Your Day
* The 7 Step Telephone Prospecting Framework
* The 4 Step Email and Direct Messaging Framework
* The 5 C's of Social Recruiting
* The 7 Step Text Message Prospecting Framework
* How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants
* Powerful Human Influence Frameworks that Reduce Resistance and Objections
* The 3 Step Prospecting Objection Turn-Around Framework
* Mission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters
 
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. Fanatical Military Recruiting 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 Make Mission, Fast.

List of contents

I Go to Basic xv
 
A Conundrum xv
 
Learning the Language xvii
 
Military Recruiting versus Civilian Sales xviii
 
Part I: Mission Critical 1
 
Chapter 1 Military Recruiting Is Facing a Perfect Storm 3
 
Qualification Standards Continue to Tighten 5
 
Chapter 2 Nothing Prepared You for This War 7
 
On Most Days, Recruiting Doesn't Feel Much Like Winning 8
 
Asymmetric Battlefield 9
 
Civilians 9
 
Rejection 9
 
FMR versus What You Learned at the Schoolhouse 11
 
Chapter 3 Fanatical Prospecting 13
 
Chapter 4 Stop Wishing Things Were Easier 16
 
There Is No Easy Button in Military Recruiting 17
 
Get Better 19
 
Part II: The Ask 21
 
Chapter 5 Effective Recruiting Begins with the Discipline to Ask 23
 
Conjuring the Deepest, Darkest Human Fear 24
 
Chapter 6 How to Ask 26
 
Emotional Contagion: People Respond in Kind 27
 
The Assumptive Ask 28
 
Shut Up 33
 
Be Prepared for Objections 34
 
Part III: On The Move 35
 
Chapter 7 The More You Prospect, the Luckier You Get 37
 
The Universal Law of Need 38
 
The 30-Day Rule 40
 
The Law of Replacement 42
 
The Anatomy of a Recruiting Slump 43
 
Oscar Mike: The First Rule of Recruiting Slumps 45
 
Make Your Own Luck 45
 
Chapter 8 The Three Ps That Are Holding You Back 47
 
Procrastination 48
 
Perfectionism 50
 
Paralysis from Analysis 52
 
Disrupting the Three Ps 52
 
Part IV: Battle Rhythm 55
 
Chapter 9 Time Discipline 57
 
Twenty-Four 58
 
Leveraging Horstman's Corollary 60
 
Time Blocking 63
 
Stick to Your Guns and Avoid Distractions 65
 
Concentrate Your Focus 66
 
Beware of the Ding 68
 
What Lurks in Your In-box Can and Will Derail Your Recruiting Day 70
 
Driving Is Not an Accomplishment 71
 
Protect the Golden Hours 72
 
Leverage the Platinum Hours 75
 
Adopt a Command Mind-Set 76
 
Part V: Targeting 79
 
Chapter 10 Targeting--Leveraging the Prospecting Pyramid 81
 
Walk Like an Egyptian: Managing the Prospecting Pyramid 83
 
Powerful Lists Get Powerful Results 85
 
The Recruiting Information Support System Is Your Most Valuable Recruiting Tool 87
 
A Trash Can or a Gold Mine 89
 
Own It! 90
 
Chapter 11 Yes Has a Number 91
 
Recruiting Is Governed by Numbers 93
 
It's All About the Ratios 94
 
Changing Your Yes Number 96
 
Chapter 12 Qualifying: Talking to the Right People 98
 
Don't Swing at Nothing Ugly 99
 
Moneyball 100
 
The Balance and Nuance of Qualifying 102
 
Chapter 13 Prospecting Balance and Objectives 105
 
Set an Appointment 106
 
Gather Information and Qualify 107
 
Build Familiarity 107
 
Prospecting Is Not Pitching 108
 
Adopt a Balanced Prospecting Methodology 108
 
The Fallacy of Putting All Your Eggs in One Basket 109
 
Avoid the Lunacy of One Size Fits All 110
 
Part VI: Pick Up the Phone! 113
 
Chapter 14 Telephone Prospecting Excellence 115
 
Nobody Answers a Phone That Doesn't Ring 117
 
The Telephone Is, Has Always Been, and Will Continue to Be Your Most Powerful Recruiting Tool 118
 
Nobody Likes It; Get Over It 120
 
The Ultimate Key to Success Is the Scheduled Phone Block 123
 
Chapter 15 The Seven-Step Telephone Prospecting Framework 125
 
Seven-Step Telephone Prospecti

About the author

JEB BLOUNT 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.

Summary

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.

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.

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.

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.

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.

Fanatical Military Recruiting 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 FMR, you'll learn:
* The Single Most Important Discipline in Military Recruiting
* How to Get Out of a Recruiting Slump
* The 30-Day Rule and Law of Replacement
* Powerful Time and Territory Management Strategies that Put You in Control of Your Day
* The 7 Step Telephone Prospecting Framework
* The 4 Step Email and Direct Messaging Framework
* The 5 C's of Social Recruiting
* The 7 Step Text Message Prospecting Framework
* How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants
* Powerful Human Influence Frameworks that Reduce Resistance and Objections
* The 3 Step Prospecting Objection Turn-Around Framework
* Mission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters

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. Fanatical Military Recruiting 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 Make Mission, Fast.

Product details

• Authors: J Blount, Jeb Blount, Blount Jeb
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.10.2018
• EAN: 9781119473640
• ISBN: 978-1-119-47364-0
• No. of pages: 336
• Series: Jeb Blount
• Subjects: Social sciences, law, business > Political science > Political science and political education; Politikwissenschaft, Militär, Political Science, Sales and marketing, Militär, Sicherheitsdienste, Geheimdienste, Military / Security / Intelligence