RECRUITING TOOLS
TEAM BUILDING
RECRUITING GUIDE
Interview
FY TRAINING MANUAL
Team Training & Preparation
I.E. giving your team members all the teams and emotional preparation to have a successful summer
PREPARING YOUR TEAM
Well prepared teams finishes the summer, sell more books and are nicer/easier to work with
Effective Preparation…
- Prepare them for anything (at the end of the summer, they should say: ‘It was easier than I was expecting’).
- It gives them tools for success
- Prepare them for what you expect
- Shows people you care
2 types of preparation:
- Technical Preparation: Sales Talk. The key is the APPROACH. The job is much nicer if they can get in. More likely to stay on the field until you teach them how to sell
- Emotional preparation balance realistic expectation while giving them high expectations. It includes: Expectations, What Ifs, Problem Solving, Tie them to you, Tie the team together (see below)
Expectation Management:
- They take their expectation from YOU: be careful not to set negative expectations (ie. first few weeks)
- Match results to Effort (ie Superstars Book)
- Make sure they know what to expect from you and that you know what to expect from them
- Student Manager Creed
What Ifs:
- Need to be vivid, paint pictures (you know you are doing this right when you see the flinch factor)
- Get different people to say the same thing (Guys will be more likely to believe they will cry if they do hear it from a guy vs a girl)
- Teach them to make it less emotional (Tree George, Rain).
Problem Solving…
- Train Them how to solve problems,
- Make it real by making it situational with real problems, Choose problems that are likely based on where you are selling Relate to your ‘What Ifs’ and what hard work means
Tie them to you
- Get to know them, do fun thins with them…
- Make Training memorable...ie approaching.
- Understand The PARENT PROCESS (also see Emmie Young Brown’s MP3)
- reat them with respect (Be on time, do what you say you will do, finish what you start, ALWAYS say please and Thank you).
Tie the Team to each other... Team Name and Identity
- Generate an air of competition
- Have them do things together - EVENTS - A Great Leader is a Great Promoter Fun
- Activities
- Create Memories
RUNNING TEAM MEETINGS
Team meetings will solidify and create a bond in your team. Below is a non-exhaustive list of subject to cover…
TECHNICAL
Cycle of Selling
Approach
Introduction
Demo
Price Build-Up & Close
Cash Collection
Pre Approach
E-BAR
E-Order
Demo Goal Card
Name Grade Card
EMOTIONAL
Sales School in Nashville
How to find an HQ
Control the Controllable
Slow Start/Fast Start
PTop Team
Schedule
Fun Sunday meetings
Top Campus #1
Common Denominator of Success
Awards + 10 ways to have a good summer
Sizzler
PCs/TRAINING MEETING WITH YOUR TEAM MEMBERS
The best way to train your team is to make sure you meet with them at some point every week for around 45 minutes.
GENERAL GUIDELINES
- Be there early (But really, no excuses) - Know what you will cover well in advance - Quiet locations are preferred. (If at a coffee shop, be a patron not a user) - Seating position is important, have them facing less distractions - Sitting at a 45-degree angle, instead of directly across from them, is often preferable. It is warmer and less intimidating - In rapport stage, very relaxed in chair, arms on lap - Ask question in groups of 3’s to give them a chance to choose the topic - Use their name throughout entire meeting - SMILE!!!! - Say PLEASE and THANK YOU (but really, no excuses) - When listening be relaxed and most importantly SUAL (Shut Up And Listen) Understand that everyone has an emotional bank account with you. It is basically how much they trust you. As a leader, you can only make small deposits, and you can only make large withdrawals. - If you say you will do something, do it - If you are not sure you will do it, don’t say you will do it. - Take responsibility when you make mistakes. - Give honest and sincere appreciation. - Focus on praising areas of improvement, not condemning areas of dissatisfactory behavior - Give the other person a good reputation, so that they can live up to it - Become genuinely interested in OTHER people - Try honestly to see things from the other person’s point of view - Talk in terms of the other person’s interests, goals, and purposes, (not your own). Don’t be afraid to ask a lot, and expect a lot, from them - It is good to talk about your “none Southwestern” life as well. Not for the whole meeting, but people want to follow other people who are balanced, and have a lifestyle that they want. - Use your instincts. If the student really wants to, (or needs to) talk about something other than what you have planned, be adaptable. Every student is different; trust yourself to give them what they need
BASIC TIMELINE OF A PC/TRAINING MEETING
This is a BASIC guideline of time. Not all meetings will be the same. A meeting should be longer than 15-20 minutes and they should not take over an hour~
1.- 5–10 minutes of Rapport
- Eye contact & Smile
- Remember things from last interaction “How was your test last night? How was your intramural game?” etc.
- Question cluster: “So how’s your day been? Lot’s of class or is this an easy day for you? Going to the library later or studying with your friends?” etc. Show genuine interest
- Posture: Very relaxed in chair, hands on lap
2. 20–30 minutes of Training
- Make sure they came prepared
- Hold them accountable to assignment, “inspect what you expect”
- Paint VIVID pictures (include all 5 senses) when covering emotional training
- After covering an emotional challenge, take time to:
- Ask them what they would do (coach them to automatically focus on the things they have control over)
- Ask how they will keep going (coach them to automatically bring up their purposes)
- Once they consistently answer this way, every time you bring up a tough topic, they are ready to coach themselves through tough topics on the field
- Show pictures to give reality: customers, host family, Sunday meetings, etc.
3.- 5 minutes of Explaining Next Training Meeting
- Be specific on what is expected
- Set them time and date at that moment, don’t try to schedule it later
- Review key dates and upcoming events
- Campus Wide Meetings
- Team Meetings
- Sales Manager visits to campus
4.- 5 minutes of Closing Rapport
Use things they originally talked about in opening rapport & End with something motivational (optional): “I appreciate you coming prepared today/Great job again on doing well on your test, things like that are what gives me confidence that you’re going to have an awesome summer”
4 CRITICAL SUCCESS FACTORS IN KEEPING YOUR RECRUITS
The selection process, follow-up and training is designed to recruit, train and bond with the best prospects from your acquaintances and campus with the objective to be the TOP TEAM of the Southwestern Summer.
Following it step by step is however not the guarantee that all your prospects or selected team member will be showing up in Sales School next June. Here are 30 points for you to follow in keeping your recruits “HOT” and preparing them to the road of a successful summer.
THE FIRST 10-DAYS
1- People tend to perform in our business in the way they are brought into the business. If you make it easy to get a spot on your team, it is easy for them to leave. If you are selective and make them work for a place on your team, they will stick with it a lot longer. 2- People Like strong leadership, they will leave your team if they do not feel challenged. Here are three statements to use with your team members if they are not performing at the level they should, not doing their assignments or simply doing a poor job with them: - Why did you not do it? - I am not asking this for my own sake, but for yourself - I expect you to get it done tonight. Do not become a campus, try and find a good balance. Gain people’s respect and confidence rather than trying to get them like you. 3- Always re-demo the books on the next day follow-up and refigure the profit. Your prospects/team members’ skeptics will not have too much of an influence on them if they are confident about the products and knows how the money works. Teach something new about the products every week. 4- Make sure the parent pack is mailed (E-Parent pack emailed) from the first day of Follow-Up. If mailed, have them to address it (parents will recognize their children’s handwriting and will always open it first) 5- Prospects needs to attend a second info session ASAP! They will understand it better and this should be part of the selection process. It is also encouraged to have them attending as many info session as possible: the more you and your manager get to know them,.the more successful their summer will be. 6- Make sure they review southwestern-highlanders.com and southwesternadvantage.com. It has a lot of material that will help build their confident and gives you even more credibility. 7- Approach them on how you can help get their parents behind them. Do not feel like you have to do it alone, make it part of a team effort. 8- Collect all their assignments and keep them in a file
PARENT VISITS
15- Do not wait another day, get them scheduled! The sooner you complete the parent visit, the more successful your team will be. Try and always offer parent 2 options: “ Mrs Jones, I really want to make sure we have a chance to meet. I have been looking over my schedule next week and I have both Thursday and Friday night free. Would either one of these nights be good for you? 16- They will most always be nicer than you think. Building relationships is one of the real joys of our business. Parents will appreciate meeting you very much and hopefully you will have the opportunity to train and mentor their children for the next 3 or 4 years. 17- Make sure you tell them how you were recruited. How did everything work for you a you were making the decision to go out and sell? Who filled out your Parent Support letter? Let them know the good AND the bad of your first summer. 18- Would you like to see the products we actually sell? Only then, go out to your car and bring the actual products. This will also give the family a chance to talk without you for a few minutes. 19. Everything does not have to be positive. Just let them know there are both good and bad things that will go on for the summer. This gives you a lot of credibility. ‘Mr and Mrs Jones, not everyone in our program is successful. There are a lot of struggles and challenges that have to be overcome, but there is not anything your child can not handle’ 20- Let them know why you think their child will be successful. It may be their work habits, their personality… just let them know. 21- Figure out when they will complete the parent support done and turned in. Explain them how important it is and how helpful it will to have access to the training material. 22- Leave them with a good story: how houses are built. ‘You may find your child’s summer will be like building an house. The first few weeks there will be a lot of work building the foundation. There may be some rocks and boulders that need to be smoothed over. Then after the foundation is laid for a good summer, then all of the sudden a big house springs up in just a few days.’ ‘I will make sure to give you a way to contact me at any time in the summer. I also engage myself to regularly call you with updates as the summer goes along. I hope your child does well enough so they come back as managers the next year and learn how to build a team of his own.’ 23- Send them a thank you note and Follow up (see Parent Partnership Follow Up section)
BECOMING PART OF A TEAM
24- Send a bi-monthly newsletter and includes Team Profiles This builds everyone up to all other team members… give interesting and fun facts about each new team member selected. Insert any other announcements (team meetings and socials). 25- You can give team members the responsibility to cover some product training to new team members. 26- Friday becomes team training day. Set a specific place. Everyone meets the person before and after them. 27- Mail/Email them with articles of interest, anything linked to what we do. Recommended to do monthly and include a personal note. 28- Teach them something new each time you meet (Sales Manual, how to take an E-Order, Pre-Approach…) 29- Team Activities: anything that promotes interaction amongst the team members (camping, hiking, sport, bbqs, local service projects like collecting food for homeless shelters…).
BUILD A 1-1 RELATIONSHIP WITH EACH OF YOUR TEAM MEMBERS
30.- Review the book ‘How to win Friends and Influence People’ 31.- Send Birthday Cards 32.- Go over the Student Manager Creed 33.- Going through the Understanding the Southwestern Summer 34.- Do non-business related activities (sport, shopping, …etc)
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