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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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CHAPTER 6RIDE THE BULL: GET TO THE POWER ZONE!

The Power Zone: PZ

The SOAR formula requires salespeople to begin their contact process by reaching what SOAR calls the Power Zone (PZ). That often takes Riding the Bull in order to get past the receptionist (who dwells in the NIZ: no information zone). The power zone is where the president and the executive assistant to the president (EAP) reside. We refer to it as “the power zone” because, essentially, it’s where salespeople get power!

As we covered in Chapter 5, riding the bull simply means staying on the call for four attempts at reaching a decision maker or high influencer (just as a bull rider stays on the bull for eight seconds.) The live call portion of SOAR when participants “ride the bull” ...

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