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WILEY END USER LICENSE AGREEMENT
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WILEY END USER LICENSE AGREEMENT
by Jeb Blount
Fanatical Military Recruiting
Coverpage
Fanatical Military Recruiting
I Go to Basic
A Conundrum
Learning the Language
Military Recruiting versus Civilian Sales
Part I Mission Critical
1 Military Recruiting Is Facing a Perfect Storm
Qualification Standards Continue to Tighten
Notes
2 Nothing Prepared You for This War
On Most Days, Recruiting Doesn’t Feel Much Like Winning
Asymmetric Battlefield
Civilians
Rejection
FMR versus What You Learned at the Schoolhouse
3 Fanatical Prospecting
4 Stop Wishing Things Were Easier
There Is No Easy Button in Military Recruiting
Get Better
Part II The Ask
5 Effective Recruiting Begins with the Discipline to Ask
Conjuring the Deepest, Darkest Human Fear
Note
6 How to Ask
Emotional Contagion: People Respond in Kind
The Assumptive Ask
Shut Up
Be Prepared for Objections
Note
Part III On the Move
7 The More You Prospect, the Luckier You Get
The Universal Law of Need
The 30-Day Rule
The Law of Replacement
The Anatomy of a Recruiting Slump
Oscar Mike: The First Rule of Recruiting Slumps
Make Your Own Luck
8 The Three Ps That Are Holding You Back
Procrastination
Perfectionism
Paralysis from Analysis
Disrupting the Three Ps
Note
Part IV Part IV Battle Rhythm
9 Time Discipline
Twenty-Four
Leveraging Horstman’s Corollary
Time Blocking
Stick to Your Guns and Avoid Distractions
Concentrate Your Focus
Beware of the Ding
What Lurks in Your In-box Can and Will Derail Your Recruiting Day
Driving Is Not an Accomplishment
Protect the Golden Hours
Leverage the Platinum Hours
Adopt a Command Mind-Set
Part V Targeting
10 Targeting—Leveraging the Prospecting Pyramid
Walk Like an Egyptian: Managing the Prospecting Pyramid
Powerful Lists Get Powerful Results
The Recruiting Information Support System Is Your Most Valuable Recruiting Tool
A Trash Can or a Gold Mine
Own It!
11 Yes Has a Number
Recruiting Is Governed by Numbers
It’s All About the Ratios
Changing Your Yes Number
Note
12 Qualifying: Talking to the Right People
Don’t Swing at Nothing Ugly
Moneyball
The Balance and Nuance of Qualifying
13 Prospecting Balance and Objectives
Set an Appointment
Gather Information and Qualify
Build Familiarity
Prospecting Is Not Pitching
Adopt a Balanced Prospecting Methodology
The Fallacy of Putting All Your Eggs in One Basket
Avoid the Lunacy of One Size Fits All
Part VI Pick Up the Phone!
14 Telephone Prospecting Excellence
Nobody Answers a Phone That Doesn’t Ring
The Telephone Is, Has Always Been, and Will Continue to Be Your Most Powerful Recruiting Tool
Nobody Likes It; Get Over It
The Ultimate Key to Success Is the Scheduled Phone Block
15 The Seven-Step Telephone Prospecting Framework
Seven-Step Telephone Prospecting Framework
Practice the Framework
16 Just Eat the Frog
17 Leaving Effective Voice Mail Messages That Get Returned
Five-Step Voice Mail Framework to Double Callbacks
Develop Compelling Voice Mail Messages
Part VII Objections
18 Objections Are Not Rejection, but They Feel That Way
Not the Same
But It Feels the Same
19 The Science Behind the Hurt
A Biological Response
The Most Insatiable Human Need
Notes
20 Rejection Proof
The Seven Disruptive Emotions
Develop Self-Awareness
Positive Visualization
Manage Self-Talk
Change Your Physiology
Stay Fit
Obstacle Immunity
Adversity Is Your Most Powerful Teacher
Leveraging Adversity
Notes
21 Prospecting Objections
We Feel, Then We Think
The Rule of Thirds
Prospecting RBOs
Prospecting RBOs Can Be Anticipated in Advance
Planning for Prospecting RBOs
The Three-Step Prospecting Objection Turnaround Framework
The Ledge
Disrupt
Ask
Putting It All Together
Part VIII Face-to-Face and Digital Prospecting
22 Face-to-Face Prospecting
The Four-Step Face-to-Face Prospecting Framework
First Impressions: Making an Emotional Connection
Triggering the Negativity and Safety Biases
The Five Questions That Matter Most in Recruiting
Likability: The Gateway to Emotional Connections
Pitch Slapping
Keys to Being More Likable
Put Your Recruiting Goggles On
Note
23 Text Messaging
Familiarity Is Everything with Text
Use Text to Anchor Face-to-Face Conversations
Use Text to Nurture Prospects
Use Text to Create Opportunities for Engagement
Seven Rules for Structuring Effective Text Prospecting Messages
24 E-Mail and Direct Messaging
The Four Cardinal Rules of E-Mail and Direct Message Prospecting
Effective Prospecting E-Mail and Direct Messages Begins with a Plan
The Four-Step E-mail Prospecting Framework
Practice, Practice, Practice
Pause Before You Press “Send”
25 Social Recruiting
Social Recruiting Is Not a Panacea
The Social Recruiting Challenge
Social Recruiting Is About Nuance
Choosing the Right Social Channels
Five Objectives of Social Recruiting
The Five Cs of Social Recruiting
Social Recruiting + Outbound Prospecting = A Powerful Combination
Creating Obligation and Leveraging the Law of Reciprocity with Social Media
Notes
26 The Law of Familiarity
Familiarity Reduces Friction and Resistance
Five Levers of Familiarity
Part IX Charlie Mike
27 Mission Drive
The Four Pillars of Mission Drive
Embrace the Suck—You Have to Grind to Shine
The Enduring Mantra of Ultra-High-Performing Recruiters
The Mantra of Fanatical Military Recruiting
Charlie Mike
About the Author
Acknowledgments
Index
WILEY END USER LICENSE AGREEMENT
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WILEY END USER LICENSE AGREEMENT
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