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b.

Once you have a good idea of what makes the ratee “tick,” it’s time to determine if the Air Force can help them achieve their expectations.  Use one of the following:

1.

The direct approach:

a.

Advantages:

1.

Getting straight to the point takes less time

2.

You can quickly “smoke out” any objections they may have toward considering the Air Force as a continued career.  For example, if you ask the ratee if they plan on reenlisting and they say “No,” you can follow up with “Can you tell me what led you to your decision?”

3.

You still have an opportunity to influence their career decision.  Some younger airmen and NCOs have been waiting for someone to talk to about their future.  A word of caution:  Don’t try high-pressure sales techniques.  They’ll come back to haunt you later.

4.

Some younger airmen and NCOs prefer to discuss their plans with an older, more experienced NCO.

b.

Disadvantages:

1.

Aggressive airmen will resent this “forward” approach

2.

The airman might think “same old drill…he talks, I listen”

3.

You might not find out their true expectations if you haven’t taken the time to establish a friendly understanding with the ratee.

2.

The indirect approach:  Using this approach, you first put the person at ease.  When they’re relaxed, start asking them questions and keep quiet.  Let them do the talking!

a.

Advantages:

1.

Shy types feel more secure.

2.

The very fact that someone is listening will come as a pleasant surprise.

3.

Listening is a form of recognition.  It makes the individual feel good about your interest in them.

4.

It encourages the ratee to discuss things honestly and to voice their objections.

b.

Disadvantage:  The indirect approach takes time.  In many cases, you’ll have to conduct several sessions to thoroughly discuss the ratee’s career intent and expectations.

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