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Soar Selling: Making Contact with C-Level Executives - David Hibbard
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Transcript of Soar Selling: Making Contact with C-Level Executives - David Hibbard
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Surge of Accelerating RevenueMaking Contact with C-Level Executives
WWW.SOARSELLING.COM
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NO MORE 100 CALLS PER DAY!
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SOAR is 100% focused on
HOW TO GET IN!
HOW TO GET THROUGH TO ALMOST ANYONE!
HISTORICAL BOOKS THAT TELL YOU WHAT TO DO ONCE YOU GET IN
z1936 z1983
z1985 z 1988
2013
STRATEGIC APPROACH
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SOAR QUANTITATIVE RESULTS
Dials N/ANet
DialsDecision Makers
High Influencers Appointments
100 40 60 28 26 14(Bad lists,
wrong #, etc.) 46% 44%
30% - 50%
OVER 10,000 LIVE CALLS MADE IN THE CLASSROOM
World Call Tracking Using Soar
90%
(SOAR) 12 dials = 10 contacts(BTN+L) 100 dials = 10 contacts
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4 PRE-CALL SMART MOVES
1. Accurate List
2. Pre-research (Larger Relationship Accounts)
3. Value Statement (Differentiation Is The Key)
4. Know What You Want Before You Dial (Contact, Appointment, Information?)
DIALEXIS
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THE RECEPTIONISTXXXXXXXXXXXXXXXXXXXXXXXXX
XXXXXXXXXXXXXXXXXXXX First line of defense
XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
THE NIZ ZONE
GETTING STARTED
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DEATH QUESTIONS
THE RECEPTIONIST
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#1.WHAT IS THIS REGARDING?
NIZ ZONE
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#2.EXPECTING YOUR CALL?
NIZ ZONE
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#3.WHAT COMPANY ARE YOU WITH?
NIZ ZONE
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#4.IS THIS A SALES CALL?
NIZ ZONE
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DEATH QUESTION RESPONSES
#1.) Just let‘um know it’s regarding (your name)
#2.) I’m sure if you mention (your name), it’ll be fine
NIZ ZONE
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RIDE THE BULL MAP
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RIDE THE BULL MAP
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MESSAGE OF MYSTERY “MOM” OUTGOING • (Prospect’s name), THIS IS (your name) AND I’VE BEEN TRYING TO
REACH YOU AND HAVEN’T HAD MUCH LUCK
• IF YOU COULD CALL ME BACK I WOULD APPRECIATE IT
• IT’S (time) RIGHT NOW AND I WILL BE AVAILABLE UNTIL AROUND (time)
• MY # IS 962.48…..BETTER YET…..LET ME GIVE YOU MY DIRECT CELL #
• AGAIN, I WOULD APPRECITATE YOUR CALL BACK….• INCEDENTALLY, IF YOU NEED TO REACH ME TOMORROW THAT WILL
WORK AS WELL
LAST RESORT OPTION
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MESSAGE OF MYSTERY “MOM” INCOMING
• THANKS FOR RETURNING MY CALL (prospect’s name),
• I KNOW MY MESSAGE MAY HAVE BEEN A LITTLE CONFUSING
• I WANTED TO REACH OUT TO YOU BECAUSE OF ALL THE
CHANGE GOING ON IN TODAY’S MARKET
• I AM WITH COLLIERS INT’L, WE ARE A ....(TELL WHAT YOUR CO. DOES)
• AND THE REASON I WAS CALLING WAS… (value statement,
corporate initiative, etc)
LAST RESORT OPTION
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“LET ME ASK YOU THIS, WOULD YOU MIND IF I DROP IT OFF AT THE RECEPTIONIST DESK? PAUSE, WAIT FOR A RESPONSE,
WHEN I DO, WOULD YOU MIND IF I CALLED YOU FROM THE LOBBY AND WE CAN PUT A FACE TO A VOICE….THEN WE CAN TALK AT ANOTHER TIME IF THERE IS INTEREST ”
“IT DEPENDS IF I’M IN” ...“WHEN ARE YOU GENERALLY IN?”, “I AM USUALLY IN, BUT I MAY NOT BE AT MY DESK”,
“IF I CAME BY MONDAY OR TUESDAY AND TOOK A CHANCE, WOULD THAT
WORK?”
#6 “SEND ME SOMETHING”
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YOU GOTTA DO THIS
1. SELECT 20 ACCOUNTS YOU WANT TO OWN
2. RESEARCH FIND THE CORPORATE INITIATIVE R+CI+D=VS
3. USE SOAR TO AS A STRETEGIC APPROACH
4. DROP THE 100 CALLS A DAY - BTN+L PLAN
DIALEXIS
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Dialexis 1.800.98.PROFIT
Join the community of top sales performers at
www.soarselling.com