SOAR Selling (PB) Paperback – Student Edition, 11 July 2023

Slightly dated, and the ebook version has some grammatical errors, but the bottom line is this: if you use it consistently, it works. Bar none, it is the best prospecting methodology available. The emphasis on ethics, accountability, and mindset are particularly poignant. If you're in sales, and you need to prospect (which should be everyone in sales), start here.

A number of weeks ago I had the pleasure of talking to David Hibbard, co-author of "SOAR Selling: How to Get Through to Almost Anyone--the Proven Method for Reaching Decision Makers." Hibbard is a partner of Dialexis, Inc., a sales/leadership development company that focuses on how to make contact with decision makers and high influencers. He calls his program SOAR, which is an acronym for "surge of accelerating revenue." The program is a telephone-based approach with appropriate ethics as its foundation. Hibbard and I agreed to read and review each other's books.On Wednesday February 6th, I was having a breakfast-coaching session with a dynamic man who, when I asked him what his biggest sales challenge is, told me that "getting in" was his greatest difficulty. Once in, he had a closing percentage second to none in his company, but he struggled to get enough appointments to present his terrific banking program.Sound familiar? Is that your problem, too?Among a number of things I suggested to this individual was to immediately order and read "SOAR Selling," which I had just finished reading. I did that because "SOAR Selling" was specifically written to help salespeople overcome that particular issue--getting in--and in my humble opinion, it does a terrific job of accomplishing its mission, better and more concise than anything else I've ever read on the subject.In fact, after I had read the first eight chapters, I called Hibbard and told him that. I also told him that I thought we both had written about a number of the same topics, but in a different manner; he agreed.There wasn't one chapter out of the 12 that bored me, but the chapters that really grabbed me were Chapter 3 Mindset: Its Connection to Call Reluctance and Top Performance; Chapter 5 Understanding the Receptionist: The NIZ Zone; Chapter 6 Ride the Bull: Get to the Power Zone; Chapter 7 The Critical Value Statement; and Chapter 8 Understanding the Behavior of Your Prospects and Clients. I want you to pay particular attention to creating your own powerful value statement. It's going to make all the difference in the world for you!If you want to learn how to "get in" the way the masters do it, then this is the book for you.

Good ideas. To get the full benefits of SOAR selling you need to take the course, but the book is a great start.

I participated in one of David Hibbard's seminars in San Diego, through Vistage International. You know that when the world's largest CEO organization hires him every semester- he's the best. David is one of the best communicators I've ever heard. No wonder so many Fortune 500 companies hire him! (dialexis.com)My only frustration was that when I returned home, I'd forgotten some of the points he taught (despite copious notes).When I found out the SOAR book was being published I gave a great shout--and pre-ordered it immediately.True to form- Dave and Marhnelle have captured the essence of the seminar to allow anyone to learn these simple tools. It's not rocket-science- and it works!So much of selling feels like manipulation and force. SOAR teaches you how to treat people with dignity, while getting through to the decisions makers in any field or industry.I HIGHLY RECOMMEND THIS BOOK TO EVERY C-LEVEL LEADER- it applies to managers, division heads, and sales teams.FIVE STARS!Don RilingRiling Leadership Resources

The SOAR Selling approach is simple, to the point and most of all effective. One of, if not the most challenging tasks asked of a sales professional is to go out and get new business; which starts with the first phone call.SOAR Selling teaches you how to make initial contact with a decision maker as well as how secure that first meeting - how to get in the door...without having to make thousands of calls to do so.HIghly recommend this approach.