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SOAR Selling: How To Get Through to Almost Anyone_the Proven Method for Reaching Decision Makers Hardcover – December 18, 2012
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About the Author
MARHNELLE and DAVID HIBBARD are cofounders of Dialexis. Prior to this, David spent 18 years in the commercial real estate industry. Marhnelle began her professional career as one of the few women in commercial real estate brokerage and commercial real estate development. Their clients include Cisco, Los Angeles Angels of Anaheim, Xerox, IBM, AT&T, Berlin Packaging, Oracle Dell, Vistage, and many more.
Top Customer Reviews
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.Read more ›
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.
Riling Leadership Resources
I only took off one star because he explains a bit too much on why you should do this. I only need one or two pages of that.
Give me every angle on the how, because that's the value of the book.
End result is you will get through to the decision maker more often. Great strategy Dave, thanks!
As other reviewers noted the seminar is instructive, entertaining and results oriented. As with all seminars, once you leave the techniques are slowly forgotten. This book provides a review of what is learned in the seminar. An excellent technique that really works.
Keep an eye out for more coming from the Hibbards. You know your competition will.
Most Recent Customer Reviews
If, like me, you love real, proven and practical solutions then this book is for you. Dave and Marhnelle Hibbard have proven their methods and you can see why they work so well for... Read morePublished 8 months ago by Jim Cathcart
Well written purchased on a recommendation from a friend gives me confidence to succeed in my businessPublished 10 months ago by jaybird2008
Interesting ...but the text is somewhat repetitive. I teach sales for a college. It didn't add a lot to material I am already using.Published 13 months ago by J. Cantwell
Heard about the book from others and it lived up to expectations. Anyone who makes calls for a living this book is a must.Published 24 months ago by Lormalaw
I am a sales manager, and my company is a big believer in Dave Hibbard's prospecting techniques. I provide the SOAR selling book for all of my new hires, and coach my reps with... Read morePublished on March 14, 2014 by James Watson
its more ideal for the type of sales that requires one to make a medium to high volume of calls per day and with a short sales cycle. Read morePublished on November 26, 2013 by ariel hernandez
the book was in very good condition- basically new. Currently reading now, hope to finish in a week or twoPublished on October 10, 2013 by Ronald C Warren