Soar Selling: Making Contact with C-Level Executives - David Hibbard

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Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2

David Hibbard - Co-Founder, Dialexis, Inc., Co-Author of SOAR Selling

LinkedIn - http://www.linkedin.com/in/davehibbard
Book: SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers - http://www.amazon.com/SOAR-Selling-Anyone-2014the-Reaching-Decision/dp/0071793712

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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Soar Selling: Making Contact with C-Level Executives - David Hibbard

  1. 1. Surge of Accelerating Revenue Making Contact with C-Level Executives WWW.SOARSELLING.COM 1
  2. 2. NO MORE 100 CALLS PER DAY! 2
  3. 3. SOAR is 100% focused on HOW TO GET IN! HOW TO GET THROUGH TO ALMOST ANYONE! HISTORICAL BOOKS THAT TELL YOU WHAT TO DO ONCE YOU GET IN z1936 z1983 z1985 z1988 2013 STRATEGIC APPROACH 3
  4. 4. SOAR QUANTITATIVE RESULTS Dials N/A Net Dials Decision Makers High Influencers Appointments 100 40 60 28 26 14 (Bad lists, wron g #, etc.) 46% 44% 30% - 50% OVER 10,000 LIVE CALLS MADE IN THE CLASSROOM World Call Tracking Using Soar 90% (SOAR) 12 dials = 10 contacts (BTN+L) 100 dials = 10 contacts 4
  5. 5. 4 PRE-CALL SMART MOVES 1. Accurate List 2. Pre-research (Larger Relationship Accounts) 3. Value Statement (Differentiation Is The Key) 4. Know What You Want Before You Dial (Contact, Appointment, Information?) DIALEXIS 5
  6. 6. THE RECEPTIONIST XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX First line of defense XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX THE NIZ ZONE GETTING STARTED 6
  7. 7. DEATH QUESTIONS THE RECEPTIONIST 7
  8. 8. #1. WHAT IS THIS REGARDING? NIZ ZONE 8
  9. 9. #2. EXPECTING YOUR CALL? NIZ ZONE 9
  10. 10. #3. WHAT COMPANY ARE YOU WITH? NIZ ZONE 10
  11. 11. #4. IS THIS A SALES CALL? NIZ ZONE 11
  12. 12. DEATH QUESTION RESPONSES #1.) Just let‘um know it’s regarding (your name) #2.) I’m sure if you mention (your name), it’ll be fine NIZ ZONE 12
  13. 13. RIDE THE BULL MAP 13
  14. 14. RIDE THE BULL MAP 14
  15. 15. MESSAGE OF MYSTERY “MOM” OUTGOING • (Prospect’s name), THIS IS (your name) AND I’VE BEEN TRYING TO REACH YOU AND HAVEN’T HAD MUCH LUCK • IF YOU COULD CALL ME BACK I WOULD APPRECIATE IT • IT’S (time) RIGHT NOW AND I WILL BE AVAILABLE UNTIL AROUND (time) • MY # IS 962.48…..BETTER YET…..LET ME GIVE YOU MY DIRECT CELL # • AGAIN, I WOULD APPRECITATE YOUR CALL BACK…. • INCEDENTALLY, IF YOU NEED TO REACH ME TOMORROW THAT WILL WORK AS WELL LAST RESORT OPTION 15
  16. 16. MESSAGE OF MYSTERY “MOM” INCOMING • THANKS FOR RETURNING MY CALL (prospect’s name), • I KNOW MY MESSAGE MAY HAVE BEEN A LITTLE CONFUSING • I WANTED TO REACH OUT TO YOU BECAUSE OF ALL THE CHANGE GOING ON IN TODAY’S MARKET • I AM WITH COLLIERS INT’L, WE ARE A ....(TELL WHAT YOUR CO. DOES) • AND THE REASON I WAS CALLING WAS… (value statement, corporate initiative, etc) LAST RESORT OPTION 16
  17. 17.  “LET ME ASK YOU THIS, WOULD YOU MIND IF I DROP IT OFF AT THE RECEPTIONIST DESK? PAUSE, WAIT FOR A RESPONSE,  WHEN I DO, WOULD YOU MIND IF I CALLED YOU FROM THE LOBBY AND WE CAN PUT A FACE TO A VOICE….THEN WE CAN TALK AT ANOTHER TIME IF THERE IS INTEREST ”  “IT DEPENDS IF I’M IN” ...“WHEN ARE YOU GENERALLY IN?”, “I AM USUALLY IN, BUT I MAY NOT BE AT MY DESK”,  “IF I CAME BY MONDAY OR TUESDAY AND TOOK A CHANCE, WOULD THAT WORK?” #6 “SEND ME SOMETHING” 17
  18. 18. YOU GOTTA DO THIS 1. SELECT 20 ACCOUNTS YOU WANT TO OWN 2. RESEARCH FIND THE CORPORATE INITIATIVE R+CI+D=VS 3. USE SOAR TO AS A STRETEGIC APPROACH 4. DROP THE 100 CALLS A DAY - BTN+L PLAN DIALEXIS 18
  19. 19. Dialexis 1.800.98.PROFIT Join the community of top sales performers at www.soarselling.com 19

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