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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CHAPTER 2GETTING READY TO SOAR
Your Dot
Let’s start with what we call your dot. This will offer a good start to SOAR execution, and it’s what we instruct in all live SOAR corporate programs. Here, we ask you to keep an open mind—executing SOAR requires a shift in your thinking and it may take you out of your comfort zone. But it’s important for you to be open to a new way of driving net new business. Imagine a dot representing the accumulation of all your knowledge to date. It’s the place from which you make all your decisions. Let’s take a look at the three stages of what we call your dot.
Stage I: “I know I know.” This is an incredibly dense space filled with your entire belief system. This system was formed by the input from parents, siblings, ...