The following Figure BM-2 shows the complete FORMULA for making A SOAR CALL.
1. Enter at the Receptionist level (The NIZ zone: “no information zone”).
2. Ask for the president in the Power Zone (PZ).
3. Receptionist may ask you death questions: (Questions that if answered incorrectly will terminate the call.) Those questions are:
• What is this regarding?
• Is the president expecting your call?
• What company are you with?
• Is this a sales call?
4. You respond with:
#1. “Just let’m (or ...