December 2012
Intermediate to advanced
240 pages
4h 54m
English
book
SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers
by David Hibbard, Marhnelle Hibbard
Content preview from SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision MakersBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
DIALING TIPS
20 Wrap-Up Suggestions
Tip #1:
Before you begin prospecting, have a “scrubbed” call list. (Chapter 2)
Tip #2:
Have a compelling value statement. (Chapter 7)
Tip #3:
Determine a realistic number of net new contacts you will commit to. (Chapter 2)
Tip #4:
Get clear about your intention before dialing! (Chapter 3)
Tip #5:
Raise your KWL antenna. (Chapter 5)
Tip #6:
Less talk in the NIZ zone. (Chapter 5)
Tip #7:
Be prepared for death questions. (Chapter 5)
Tip #8:
Learn how to handle objections. (Chapter 9)
Tip #9:
Increase your product knowledge. (Chapter 4)
Tip #10:
Be prepared for the “send me something” request. (Chapter 10)
Tip #11:
Use MOM to get callbacks, and remember to mark your cell phone. (Chapter 11)
Tip #12:
Use SOAR in ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.