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SOAR Selling: How To Get Through to Almost Anyone_the Proven Method for Reaching Decision Makers Hardcover – December 18, 2012

4.7 out of 5 stars 23 customer reviews

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Editorial Reviews

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.

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Product Details

  • Hardcover: 240 pages
  • Publisher: McGraw-Hill Education; 1 edition (December 18, 2012)
  • Language: English
  • ISBN-10: 0071793712
  • ISBN-13: 978-0071793711
  • Product Dimensions: 6.3 x 1 x 9.3 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (23 customer reviews)
  • Amazon Best Sellers Rank: #561,623 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover Verified Purchase
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.
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Format: Hardcover Verified Purchase
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 Riling
Riling Leadership Resources
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Format: Hardcover Verified Purchase
Excellent read if you make calls to set sales appointments. The instructions are simple and effective. Worth the price of the book no doubt.

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!
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Format: Hardcover
The authors have found what Rocket Builders ( my firm) have as well, today's salespeople are often poorly equipped to initially get through to prospects and engage them. This is not limited just to the rookies but pervades the industry. Part of this is mindset and self limits but another huge part is the lack of clear value statements (and practice) that works when you have the prospect on the phone. There is nothing really new in this book - but it is a powerful package that the authors have put together that our firm know works since we have approached sales this way for many years. The caution I have is that despite this being a very pragmatic cookbook to increasing net new sales, few firms will be able to apply just book learning. The roots of the struggles in sales are partially training, attitude and company culture. However , I suggest that this is good wake up book for any senior sales manager/high producer - and it will help to keep the blade sharp.
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Format: Kindle Edition
Seems like every sales program out there tells you what to do once you make contact. How to handle objections, how to close, how to build a relationship. But until now there has not been a book to get you through to the decision maker. SOAR Selling is that book.

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.
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Format: Hardcover
Selling is really not the real challenge as identified by this book; most average sales reps and and sales organizations can sell their product or service if presented with the proper audience. The art and the challenge of selling that Soar Selling tackles is how to get to that decision maker. All the sales training on the planet is futile unless you can get in front of the person with the power of the pen. This book is by far hands down a breakthrough in an extremely valuable and often ignored component of professional selling. I say professional selling because this is what this book is about. A professional can get through to anyone, I mean anyone. This book will teach you how. Trust me, I am not selling you on this I am just reporting what I know to be fact! Teach this concept and your sales will grow exponentially and you'll enjoy a unique skill possessed by few.
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