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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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SOAR GLOSSARY OF TERMS

4 DEEP: Means to “stay on the bull” (the call) (see Ride the Bull) until you have reached your target. In the event your target isn’t available, you would continue to stay on the same call until you reach your next target. If that person isn’t available you continue the process until you have attempted to reach four people. Thus the term 4-deep before you leave the call. In cases where a company is very small, this wouldn’t apply; you may be able to only go 2-deep or there may be occasions where you release pursuit after 1-deep.

80/20: Pareto’s Principle, or Pareto’s Law as it is sometimes called, represents the concept that 20 percent of something always is responsible for 80 percent of the results; commonly referred to ...

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