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Surge of Accelerating RevenueMaking Contact with C-Level Executives

WWW.SOARSELLING.COM

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NO MORE 100 CALLS PER DAY!

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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 z 1988

2013

STRATEGIC APPROACH

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SOAR QUANTITATIVE RESULTS

Dials N/ANet

DialsDecision Makers

High Influencers Appointments

100 40 60 28 26 14(Bad lists,

wrong #, 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

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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

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THE RECEPTIONISTXXXXXXXXXXXXXXXXXXXXXXXXX

XXXXXXXXXXXXXXXXXXXX First line of defense

XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX

THE NIZ ZONE

GETTING STARTED

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DEATH QUESTIONS

THE RECEPTIONIST

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#1.WHAT IS THIS REGARDING?

NIZ ZONE

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#2.EXPECTING YOUR CALL?

NIZ ZONE

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#3.WHAT COMPANY ARE YOU WITH?

NIZ ZONE

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#4.IS THIS A SALES CALL?

NIZ ZONE

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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

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RIDE THE BULL MAP

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RIDE THE BULL MAP

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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

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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

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“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”

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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

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Dialexis 1.800.98.PROFIT

Join the community of top sales performers at

www.soarselling.com