Af Imt 623a, 1979, On The Job Training Record (Page 2 of 2) in pdf

Af Imt 623a, 1979, On The Job Training Record Page 2

ON - THE - JOB TRAINING RECORD

CONTINUATION SHEET

Lesson Title: If You Can’t Close a Sale, You Don’t Have a Sale (Recruiter Version) (Page 2 continued from previous page)

5. Identify and discuss the two forms of the Assumptive Close.

a. Asking your applicant to commit.

- Would you like me to get the paperwork started?

- Which of the career fields I discussed would you like to enlist into?

b. Issuing a declarative statement.

- Let’s get started on the paperwork.

- Let’s set up an enlistment date.

6. Discuss what a recruiter should and should not do when an applicant is hesitant to commit.

a. Do let the applicant proceed according to their own internal time clock.

b. Do not make the applicant feel rushed.

c. Do probe until you pin down what’s causing the hesitation.

d. Do focus on the key issue that’s causing the hesitation by asking questions.

e. Do not attempt to manipulate the applicant or use heavy-handed closes.

7. Using the Sales Success Worksheet and the discussion questions on page two of the Manager’s Meeting Guide, conduct a guided

discussion surrounding the group’s comfort level using the Assumptive Close.

LAST NAME - FIRST NAME - MIDDLE INITIAL

PREVIOUS EDITION WILL BE USED.

AF IMT 623A, 19790301, V2

Af Imt 623a, 1979, On The Job Training Record Page 2