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
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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.
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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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.