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SOAR SELLING: How To Get Through to Almost Anyone--the Proven Method for Reaching Decision Makers by Marhnelle Hibbard, David Hibbard

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FINAL RECAP: MAKING CONTACT AND GETTING APPOINTMENTS—HOW IT ALL WORKS

The following Figure BM-2 shows the complete FORMULA for making A SOAR CALL.

Images

Figure BM-2 Ride the Bull Map

Summary Points for Following the Ride the Bull SOAR Call Map

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 ...

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