SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers

INDEX

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

A

(attitude + performance employability), 201

Accountability:

as factor affecting mindset, 30–32

increasing, 163

lack of, 157–158

of sales team, 162

in SOAR strategy, 3

true story about, 31–32

Accounts, researching, 174–176

Appointments:

call map and summary, 191–194

converting SMS requests to, 137–138

defined, 201

fairness on number of, 160

getting, 153–154, 191–194

qualified appointment call process, 194

SOAR strategy overview, ...