“SOAR Selling” by David Hibbard and Marhnelle Hibbard
A number of weeks ago I had the pleasure of talking to David Hibbard, co-author of SOAR Selling: How to Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers, the book I’m reviewing today. Hibbard is a partner of Dialexis, Inc., a sales/leadership development company that focuses on how to make contact with decision makers and high influencers. He calls his program SOAR, which is an acronym for “surge of accelerating revenue.” The program is a telephone-based approach with appropriate ethics as its foundation. Hibbard and I agreed to read and review each other’s books.
On Wednesday February 6th, I was having a breakfast-coaching session with a dynamic man who, when I asked him what his biggest sales challenge is, told me that “getting in” was his greatest difficulty. Once in, he had a closing percentage second to none in his company, but he struggled to get enough appointments to present his terrific banking program.
Sound familiar? Is that your problem, too?
Among a number of things I suggested to this individual was to immediately order and read SOAR Selling, which I had just finished reading. I did that because SOAR Selling was specifically written to help salespeople overcome that particular issue—getting in—and in my humble opinion, it does a terrific job of accomplishing its mission, better and more concise than anything else I’ve ever read on the subject.
In fact, after I had read the first eight chapters, I called Hibbard and told him that. I also told him that I thought we both had written about a number of the same topics, but in a different manner; he agreed.
There wasn’t one chapter out of the 12 that bored me, but the chapters that really grabbed me were Chapter 3 Mindset: Its Connection to Call Reluctance and Top Performance; Chapter 5 Understanding the Receptionist: The NIZ Zone; Chapter 6 Ride the Bull: Get to the Power Zone; Chapter 7 The Critical Value Statement; and Chapter 8 Understanding the Behavior of Your Prospects and Clients. I want you to pay particular attention to creating your own powerful value statement. It’s going to make all the difference in the world for you!
As is my normal policy, I read all the Amazon.com reviews for a book before I order it. The review for “SOAR Selling” that moved me the most was written by Mark Goulston of Los Angeles. This is what Goulston had to say:
Barriers to entry, gatekeepers and anything or anyone else that stands in the way of getting through to a decision maker during an ice cold call just melt away after you have read this book.
This book is hard wired to everything that stands in your way when you try to get through to a decision maker and will give you the hidden in plain sight (that you would never in your lifetime ever think of) secrets.
Although the authors are the last people who would say they are geniuses, to me genius is coming up with simple, clear, specific approaches that will work in every case to accomplish what they promise.
One of the best things about mastering cold calling and getting through when you do is that it is a tremendous confidence builder that you can take with you throughout your career.
If you want to learn how to “get in” the way the masters do it, then this is the book for you. Order it today at Amazon.com. I think you’ll be glad you did. If so, let me know; I’d appreciate it.
Legendary sales trainer, Tom Hopkins will train in-person at the Sheraton San Diego Hotel & Marina on March 27th. Three training sessions are available and registration for this event is FREE. Seating is limited and an RSVP is required. Register here now: www.tomhopkins.com/SanDiegoWorkshop
Posted by Robert Terson | 0 comments